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Training Reinforcement |
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Sales Training Reinforcement:
Training Reinforcement Changes Behavior
Most sales training programs contain some useful information. Immediately following a training session, some salespeople will pick up an idea, take it to the field, and score a sale that they wouldn't have gotten before. But a few months later they're back to their old behaviors.
It's called relapse. So the relapse problem isn't apparent until sometime down the road. Only when you look back a year later do you realize that nothing that was taught actually stuck. Surely you should be able to expect more than a short-term blip in return for your investment of time and money in sales training.
The goal of training is to create behavior change, however, studies show that only 10% of organizations evaluate training's effectiveness on that basis. Employee reactions are too frequently the only measure of training effectiveness.
Studies of retention demonstrate the impact of training that lacks reinforcement and transfer mechanisms. Without these elements, 87% of learning is forgotten in only 30 days following the training event.
Read the Article:  Top Training Method to Achieve Record Breaking Sales.
Here is what an effective training reinforcement system should provide:
- Documented Learning Plan
- Sales Force Practice Tools
- Manager Reinforcement Tools
- Skill Level Measurement
- Spaced-Learning Technology
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Action Selling contains all of these elements, giving you the maximum performance improvement of your sales force and the highest ROI from any training program.
For more information about how we reinforce training, see the third phase of our Sales Certification Program.
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Find Out More:
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Action Selling Sales Training Reinforcement
- Documented Learning Plan: Before workshop training and reinforcement begins, we recommend showing your sales force the documented Learning Plan so they expect reinforcement. This raises the importance of the learning initiative.
- Sales Force Practice Tools: After the workshop training, we provide online skill learning tools (we call them Skill Drills) that allow your sales force to immediately practice the new Action Selling skills in the field.
- Manager Reinforcement Tools: We equip sales managers with a Coaching System and a Best Sales Practices Manual to help reinforce learning and shorten the learning transfer time.
- Skill Level Measurement: With the Validated Assessment tools, skill level is measured before, during and after training. As we have observed over and over through our years of experience, what gets measured - gets learned.
- Spaced-Learning Technology: To increase accountability for learning as well as enable managers to stay involved, we provide access to the LearningLinkTM, our online sales training spaced-learning technology.
Action Selling Online LearningLink System
The Action Selling Reinforcement Program is implemented after your customized workshop training and includes access to our LearningLink System. This unique spaced-learning technology provides the following:
- Spaced Adult-Learning Process
- 12 Skill Drills Modules
- Field Homework Exercises
- Weekly Conference Calls
- Online Sales Training Videos
- Compliance Reporting
- Certification Excersises
- Skills Assessment & Reports
Schedule a time to view a Demo of our LearningLink System.
Additional Training & Reinforcement Materials
Talk With A Trainer
For immediate answers to your questions, please call 1-800-232-3485.
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| Action Selling is a tool to manage your entire sales force. |
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