What is training Reinforcement?

• Long Term Commitment
• Post- Training Learning
• Applied lessons to real world issues
• An imperative component for a positive ROI on training

Why do we need training reinforcement?

• Participants in sales training forget half of what is taught within 5 weeks, according to Sales Performance International.  That means 50% of the investment is wasted in little over a month.  HOWEVER, when sales managers are used to reinforce sales training, retention is increased by up to 63%. (Ventana Research)
• Tighter budgets and a need for better performing employees. ROI on training quadruples from 22% to 88% when reinforced by in-field coaching and reinforcement. (Ventana Research)
• We need increased productivity from current employees. Training  PLUS employee coaching led to an increase of 88% in productivity, vs. 23% from training alone.(Centre for Management and Organizational Effectiveness)

Ideal situation:

• A post training process would be in place, even before first training interaction
• Training would be complemented/reinforced with coaching conducted by management
• Sales Progress Solution
• Management is trained on effective coaching theory and methods
• Typical sales training is reinforced by technology for days/weeks/months/ years following training event
• Because management time is scarce, we combine technology and self-directed learning, with coaching to optimize results

In a survey from Sales Performance International

• 46% rated “coaching by the sales manager” as one of the most effective ways for reinforcing new sales skills
• 43% rated “follow up training classes” as one of the most effective ways for reinforcing new sales skills
• 33% rated “technology reinforcements and support” as one of the most effective ways for reinforcing new sales skills