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Training is a Marathon
Not a sprint
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“The ability to change constantly and effectively
is made easier by high-level continuity.”
Michael Porter
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Often businesses send
their employees off to
short seminars to boost
productivity.
You would never practice
golf for only a weekend
and then challenge Tiger
Woods to a round of golf.
There There There There is a key is a key is a key is a key to to to to
sales sales sales sales success: success: success: success:
TRAINING TRAINING TRAINING TRAINING
REINFORCEMENTREINFORCEMENTREINFORCEMENTREINFORCEMENT
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Page 4
What is TRAINING REINFORCEMENT?
It is a long term commitment to learning,
not just to training.
It requires post-training learning segments
using applied real world issues.
If you want to see a ROI from short
seminars, then you need to engage your
employees after the event.
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the hardclimb
ROI on training quadruples from 22% to 88%
when reinforced by in-field coaching and
reinforcement.
Ventana Research
Training + Coaching led to an increase of 88%
in productivity, vs. 23% from training alone.
Centre for Management and Organizational Effectiveness
When sales managers are used to reinforce
sales training, retention is increased by up to
63%.
Ventana Research
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Page 6
“Building awareness,
responsibility and self-belief
is the goal of a coach”John Whitmore
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• One on One Coaching
• Peer to Peer
• Group
• Self Directed Learning
- Example sessions filled with employee activity
- Real discussion on specific situation or customer
- Sessions continue for at least six months
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Joint Coaching Joint Coaching Joint Coaching Joint Coaching VisitsVisitsVisitsVisits
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IIIIncident
What happened?
IIIImpact
What was the impact?
IIIImprovement
What improvement are we looking for?
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Page 10
Incident
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Page 11
Impact
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Improvement
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Recognise
Repeat
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Training
Reinforcement
Training
PLUS
Coaching
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Training is a Marathon
Not a sprint
For more information
Call Matthew Everitt 07572 343 341