Before reps ever start showing up for workshops, we know that there are some critical concerns that have to be addressed if a process of lasting behavior change is really going to take off:
- How do we ensure that the leaders have “bought into” both the need for training and the importance of their role in it?
- If reps are going to be engaged, it's important that the content is highly tactical and that it’s relevant to the Unique Sales Roles of the reps who will be participating.
- Very often, there’s a sales methodology of some kind already in place - how will we introduce new content that doesn’t confuse reps or conflict with what they’ve already been taught?
- With so much that could be addressed, how will we make sure that the content is prioritized around the reps current skill level and the behaviors crucial to their improved effectiveness?
In the Prepare step, we’ll address these concerns and more.
Next step - workshops to ignite the change process in both reps and their managers. But it takes more than watching PowerPoint presentations to drive change. For workshops to really work, the following questions have to be addressed.
- How will we ensure that reps and managers embrace the need for change - that they see the training as key to their success? If they don't, significant and lasting behavior change is unlikely.
- How can we guard against the tendency for workshops to be simply spectator events and make sure that participants actually experience the various skills being introduced. If they just hear, it's unlikely they'll be prepared to do.
- And finally, what can we do to increase the likelihood that reps will really execute on the new set of skills once they're back to the real world. If there's no post workshop plan for execution, the benefits of training will end shortly after the workbooks are closed and placed on the shelves.
In our Ignite Phase, we'll make sure those questions get addressed.
BUT WE KNOW THAT AT THIS POINT YOU'RE ONLY HALF WAY THERE. STOP HERE AND CHANGE WON'T HAPPEN.
Finally, we reach the Transform phase - this is where the real change takes place and real sales effectiveness starts to increase. This is the part where the work pays off. But it won't happen if the proper tools aren't in place.
- What resources will reps have to equip them to reinforce the skills and concepts they learned in training - to drive their own ongoing development post workshop?
- How will managers be certified to ensure they're sufficiently prepared to not only role model new behaviors buy actively develop the reps on their team?
We believe the Transform phase is crucial to the process. That's why we've developed some of the industry's most innovative tools to ensure that the workshop is just the beginning.