Well founded research in the training industry suggest that over 80% of the knowledge, skills and concepts learned in training are lost in 30 days without reinforcement, practice and application. That would make training an ‘expense’ rather than an ‘investment’. In addition, coaching should be an integral part of any training to maximize the learning experience and drive behavioral change.
SSD Training implements a blended learning approach. Simply, our workshops are more than a single event. There is a Developmental Path which is designed to prepare the participants for training with post training reinforcement to include webinars (<45 days post training) and modular videos (optional).
In preparation for the Classroom workshop, there will be some pre work exercise(s), generally 30-45 minutes. In addition, Participant’s may be asked to bring a target account to the training to be incorporated into various workshop activities
Workshops may run 1, 2 or 3 days depending on the program. Typically, all training follows the Learning Platform of: Show, Tell, Do, Debrief.
This methodology drives the learning process with a Teach Back element for all programs to embed skills and concepts.
To maintain momentum in driving behavioral change (post training), I implement a webinar (or audio conference call) approximately 30-45 days to ‘check in’ and identify what’s working (successes) or not working (challenges). This is done with a small group to share experiences.
Training without coaching can be merely ‘an event’, with little impact to be gained from training. Sales Coaching is the critical piece (to skills development) to reinforce and support your sales colleagues to apply new skills/concepts. Managers need to be aware of the training content to be most effective in coaching their sales team.