Reinforce Learning Or It Won’t Get Used
Most sales training does produce an immediate result. It just doesn’t last. Within a few months, salespeople relapse to their old behaviors. So the need to reinforce learning isn’t apparent until sometime down the road. When you look back a year following sales training you realize that nothing that was taught actually stuck.
Action Selling reinforces learning far better than any other sales training program. There are several things that it does to accomplish this, but two rise to the top.
Implement a Field Coaching Procedure: When the field manager is left out of the equation, you are doomed. They actually need more training than the salespeople. And, they need the system, the tools and the accountability for follow up. Install a Reinforcement System: Without an automated method for conducting periodic Skill Drills™ you can’t ensure that post-training activities are taking place. Action Selling provides a web-based system for prescribing, assigning and holding everyone accountable.
Why would you spend a dime-or a minute of anyone’s time-on sales training if nothing was going to transfer into the field?
Most training companies talk about the need for reinforcement but don’t deliver a systematic method for doing it. This is by far the biggest reason why 90% of sales training fails. Here’s where Action Selling excels.
The Skill Drills™ Reinforcement System
Starts immediately following the learning experience
Includes field-based homework for every day application of skills
Web-based system assigns the work and collects the responses
Involves field managers in field coaching
Reinforces the skills that lead to sales mastery
Holds everyone accountable for the completion of reinforcement
Embeds a selling language throughout the organization
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The Action Selling LearningLink™ is our unique online sales training portal. It is a key reason why Action Selling is so successful. Using LearningLink, sales people and managers actively participate in Reinforcement, Assessment and Certification on the 5 Critical Selling Skills taught in Action Selling.
LearningLink includes a variety of tools that dramatically enhance the learning experience as progress is made towards Certification in Action Selling. Regardless of where the sales person is located, LearningLink pulls training into a convenient, self-paced and/or instructor-led classroom.
For managers, the LearningLink provides real-time reporting that enables them to monitor and assess each student’s progress. This keeps everyone accountable to the online learning curriculum.
For sales people, LearningLink provides weekly Skill Drills, in-field exercises, online sales training videos, assessments and certification exercises. This reinforces learning, transfers new skills into consistent field success and prepares sales people for the Final Certification Assessment.