Effective Sales Training Looks At Time as An Investment Not a Cost
Effective Sales Training Looks At Time as An Investment Not a Cost
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.
Effective Sales Training Looks At Time as An Investment Not a Cost - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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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.
Effective Sales Training Looks At Time as An Investment Not a Cost - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Joe DagerJoe Dager is President of Business901, a progressive coaching company providing no-nonsense direction in areas such as Lean Six Sigma Marketing and organized referral marketing. What others say: In the past 20 years, Joe and I have collaborated on many difficult issues. Joe’s ability to combine his expertise with “out of the box” thinking is unsurpassed. He has always delivered quickly, cost effectively and with ingenuity. A brilliant mind that is always a pleasure to work with.” - James R. If you want to learn more about Business901, start a conversation with us. We can be found @ Web/Blog: Business901.com Web/Blog: FundingYourNonprofit.com LinkedIn Profile Follow me on Twitter - Visit Joe Dager's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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John AlexanderJohn has taught keyword research and SEO skills to small groups of business owners and Webmasters from over 80 different countries world wide since 2002. John is also the Director of Search Engine Academy ; Co-director of Training at Search Engine Workshops offering live, SEO Workshops with his partner SEO educator Robin Nobles, author of the very first comprehensive online search engine marketing courses at SEO Training Online and the SEO Workshop Resource Center. I look forward to hearing from you! - Visit John Alexander's Website |
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