If you train salespeople, you know all about the ambivalent feeling that sets in after an event.
In one sense, you’re fired up—your reps are energized, confident and excited to apply the great skills and concepts they’ve learned out in the field.
On the other hand, your optimism is tempered by a very legitimate fear: Namely, that in just a few weeks time, the skills your team just learned may already be eroding.
According to Corporate Visions research, only 23 percent of managers provide a significant level of coaching to the skills after their sales force has been trained. That’s why you need to be prepared to provide “virtual coaching” (link to Virtual Coach solution brief) to reinforce skills when your sales managers are strapped.
Corporate Visions’ Tim Riesterer and MobilePaks’ Chanin Ballance recently blogged about how great virtual skills reinforcement drives high adoption, keeps reps sharp on key skills and concepts, and ensures they don’t have to leave the selling workflow to get the learning content they need.
The two picked up on that topic again in a recent webcast, “Sales Transformation That Sticks.” If you’re serious about creating last behavior changes in the field for your team, so they can articulate value in the way they were trained, you need to give this a listen:
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