Achieving Behavioural Change
People engage in sales force training to improve the performance of the team, who in turn deliver results to the organization.
For any training to be a success it's not just about learning new skills, it's all about achieving behavioural change in each individual which then delivers the results. The changed behaviours of the individual demonstrated through the new skills being applied in the field.
With over 20 years experience in delivering change and being internationally renowned for the results achieved in change management for sales forces, the Mastering SalesTM programmes have been pivotal in those change programmes. Adele Crane, founder of Sales Focus International and originator of Mastering SalesTM, is world renowned for her expertise in sales force behavioural change. That knowledge and experience is integrated into all our programmes for your benefit.
Change is an extensive subject in its own right but we can summarize it best for you as:
Training is one of the instruments in change and not the pivotal tool that most organizations rely on. People do not change in a day no matter how much information or understanding you give them. Training is at all times the educator and informer and the starting point to commence change. It sets the understanding and standards that will be expected in the future.
The change starts to occur through the communication within the organization on a day-to-day basis, by leaders and their people. The communication being reinforcement of the new standards and application of the knowledge by leaders to their people. The revisiting of knowledge and standards by trainers and tools to ensure the highest level of understanding and application along with the confidence to apply the information in the real world.
Change continues to occur through the consistent behavioural measurement of performance. What the organization focuses on will be what the team focuses on.
The degree of behavioural change will directly relate to the communication within the organization. Immediate change can be achieved, where the communication and understanding is successfully integrated into the organization on a consistent basis. Sustainable change will occur where on-going reinforcement is provided by leaders and trainers and the sales culture is developed based on the knowledge and standards set.
For further information please contact us through the office nearest you or fill in the enquiry form.