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Effective Sales Training Looks At Time as An Investment Not a Cost
| Guest post by: Leanne Hoagland-Smith |
Article Overview: Is your sales training schedule as long, single day or even multiple day events once a year? Did you know that there is a better way to invest your sales training time?
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Free Download - How to Craft an Engaging Message That Highlights What You Do to Increase Sales By Leanne Hoagland-Smith |
Effective Sales Training Looks At Time as An Investment Not a Cost
Is your sales training schedule as long, single day or even multiple day events once a year? Did you know that there is a better way to invest your sales training time?
Before I share with you a better way, let me ask a couple simple questions: What is the product of 10x10? Probably without thinking you answered: 100. That answer came to you in warp speed. You did not even need to take pencil and paper or calculator in hand to respond.
The second question is what is the product of 25x23? Possibly, you are having trouble answering this question as easily as you answered the first. Why? The first answer came to you quickly because during your early education years, you practiced through your multiplication tables the answer to 10x10.
Now, the answer to the second question came much slower if at all because you never practiced through spaced repetition or rote memorization 25x23.
Education and learning research regarding cognitive retention ( memory) suggests that a one time exposure to a single learning event be it mathematics or sales skills after approximately 2 weeks is a full, whopping 2%. Now to reverse that trend requires multiple exposures along with practice.
Coach Vince Lombardi believed in perfect practice made flawless execution. This belief allowed his team, the Green Bay Packers, to have only 5 offensive running plays. Their success was because of perfect practice.
Practice or spaced repetition can extend the long term memory to 65% for anywhere from 15 years to life. Unfortunately, many sales training programs are structured along the same four lines of the K-12 public education. Read It, Learn It, Test It and Forget It! Then go to the next chapter or skill set.
The better way to schedule sales training is shorter and multiple learning events. With the advent of technology, teleconferencing to video conferencing bringing everyone together is not necessary for every learning event. By reinforcing the sales training with executive coaching, helps to further allow for additional opportunities for practicing newly learned sales skills and feedback.
By looking at time as an investment instead of a cost, sales training can deliver a positive return on investment when structured correctly. Remember back in your schools days, how after an hour or so you began to lose interest. Your mind may have begun to wonder. As an adult, can you say that after four to six hours of education and training you are 100% engaged? Sales Coaching Training Tip: The mind can only absorb what the butt can endure.
Now if the time to restructure your sales training and infuse sound educational and learning research into your program. By taking such action, you can realize the goal of your sales training and that is to increase sales.
Sales Training Should Cost You Nothing, Nada, Zip
Sales Training, without supporting Sales Management Training,
Training Helps Boost Return of Investments
Is Your Sales Training Missing These Ingredients?
3 Reasons Sales Training Doesn’t Work
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About the Author: Leanne Hoagland-Smith RSS for Leanne's articles - Visit Leanne's website Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip: Change your thoughts; improve your results. Click here to visit Leanne's website   Leadership Audit For Business Business Building Check List Leadership Assessment |
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I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
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