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Training is a Marathon
Not a sprint
“The ability to change constantly and effectively
is made easier by high-level continuity.”
Michael Porter
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
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.
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
Page 6
“Building awareness,
responsibility and self-belief
is the goal of a coach”John Whitmore
• 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
Joint Coaching Joint Coaching Joint Coaching Joint Coaching VisitsVisitsVisitsVisits
IIIIncident
What happened?
IIIImpact
What was the impact?
IIIImprovement
What improvement are we looking for?
Page 10
Incident
Page 11
Impact
Improvement
Recognise
Repeat
Training
Reinforcement
Training
PLUS
Coaching
Training is a Marathon
Not a sprint
For more information
Call Matthew Everitt 07572 343 341
