Creating a winning workforce requires a motivated team with all the right information to help them make sales, operate internal resources and create a positive work environment. At the core of these business units are leaders and managers, the people responsible for dispensing goals and sharing corporate culture. But what happens if the head of the group isn't on the right track? Even if the rest of the team has a strong work ethic and positive outlook, they could be working in the wrong direction. Starting with better training for sales coaching professionals is key to successful workplace education.
Focusing on the delivery
A study by CSO Insights showed that consistency in training methods is one of the biggest problem areas for coaches. The 2013 Sales Management Optimization report found that barely over 25 percent of companies make use of formal training opportunities. While informal messages and ad-hoc training are useful techniques to assist with reinforcing formal training information, these approaches as primary learning tools can create a large amount of miscommunication and discord in the office.
Business 2 Community reported that further insight from CSO's review showed that, among the different kinds of training methods, formal experiences resulted in the greatest ability to realize their overall goals. In order to reinforce that idea, companies may want to consider retraining sales coaching personnel to fit that mindset. Currently, roughly three-fourths of all trainers ascribe to informal and similar kinds of unstructured training methods. While these can generate better relationships with individual employees, these options don't facilitate the best learning experiences. Showing leaders the difference in strategies could help encourage them to use more beneficial training tactics in the future. As the source stated, formalized teaching initiatives are the fastest and best way to encourage rapid uptake of sales standards and requirements, meaning they should be a staple of selling environments.
Defining sales savings
The reason for all of this off-the-books training could lie in cost reduction. The Management Training Institute stated that businesses need more affordable and user-friendly methods of getting messages to personnel. By removing the formal experience and instituting on-the-go training for staff members, companies were able to experience lower prices and downtime for their employees across the board. However, these opportunities in training savings may not carry over to more efficient or effective personnel. In the long run, such initiatives could wind up costing corporations a lot more in terms of staff performance, customer loyalty and employee retention.