|
a)
|
Facilitator
as Coach
For each program the investment includes a minimum of
one day of coaching for every two days of classroom
time. At the clients discretion this time can be used
in various ways, such as · one-on-one sessions · field
trip observation · critiquing of plans, proposals or
presentations.
|
|
b)
|
Manager
as Coach
The primary Sales Manager is expected to attend the
training programs as a full-time participant. Afterwards,
the facilitator will provide the Manager with training
and support tools (critique guides) to allow them to
observe and coach the team members.
|
|
c)
|
Knowledge
Absorption Confirmation
Unless the foundation knowledge and logic behind a specific
behaviour change is understood and accepted by the 'changer',
studies confirm that the individual is very unlikely
to put in the effort needed to achieve the behaviour
change and the benefits therein. As a result, we introduce
two methods to assure successful knowledge absorption.
|
| |
|
1.
|
Subject Matter Questionnaires
- submitted to and graded by facilitator |
|
2.
|
Student as Teacher Exercises
- during sales meeting pre-selected team members
will act as the teacher in leading a review of
key subject matter.
|
|
|
d)
|
Practice….
Practice…. Practice
Obviously no one achieves a successful behaviour change
just by thinking about it. Many of the essential skills
of sales professionalism are based on verbal communication
effectiveness. The only way to get the mind-mouth-and-body
to perform in harmony is to practice. Thus, the practice
sessions that are started during the Dynamic Dimensions
workshops must be continued during sales team meetings.
The facilitator will provide the Sales Manager with
guidelines on how to conduct such sessions. It is up
to the Manager to make sure the discipline is applied.
|
|
e)
|
Continuous
Improvement Planners
The ability to learn from our experiences is the key
to continuous improvement. During the workshops the
participants will be introduced to a form called the
Continuous Improvement Planner. The Planner provides
four areas to record the following information about
an individual learning encounter.
|
| |
|
1.
|
What the experience was, when and where did it take
place. |
|
2.
|
What were the fundamental facts of the experience.
|
|
3.
|
What lessons or conclusions were drawn based on
these facts. |
|
4.
|
Based on the conclusions what actions must be
taken, how can they be applied and when will this
be executed.
|
|
| |
Sales
Managers are encouraged to enforce a discipline within
the team, where each individual completes a minimum
of one C/I Planner per day. In addition, to learn from
each other and accelerate the teams performance, members
should share their C/I Planners on a regular basis.
|
