Category Archives: Training Reinforcement

February 18th, 2013

Help Your Sales Reps Move from “The Forgetting Curve” to “Total Recall”

Sales Reps - Total Recall

Help Your Sales Reps Move from “The Forgetting Curve” to “Total Recall” (Part 1 of 3)

– Today’s BLOG is written by Richardson’s partner, Duncan Lennox, CEO of Qstream

 

How long until your sales reps forget what they learned at your sales kick-off meeting and training events?

Most people can sing along to their favorite songs from their youth without even thinking about it yet still forget information they read, heard, or learned after just a few days. Knowing that the ability to recall is limited, why then do companies still structure training and learning programs in a manner that takes sales reps offline for a period of time, immerses them deep in new ideas and behaviors, and then send them back out into the field expecting that it all sunk in and is being applied without fail?

Read More »

December 21st, 2012

Part 2 – Nine Trends in Sales Force Effectiveness and Learning & Development for 2013

Sales Force Effectiveness

Nine Trends in Sales Force Effectiveness and Learning & Development for 2013

(Part 2 of 2)

What are the key trends in sales force effectiveness and learning and development to watch for in 2013, and how can they impact your business? In an earlier blog post, we listed and described the first four trends:

Mobile (Smartphones and Tablets) Social Cloud/Integration Big Data and Metrics

Read More »

December 14th, 2012

How Pre- and Post-training Skills Diagnostics Can Help Teach Your Old (and Young) Dogs New Tricks

skill diagnostics

How Pre- and Post-training Skills Diagnostics Can Help Teach Your Old (and Young) Dogs New Tricks

When companies undergo a significant strategic change initiative, they want to transform some part of their business in order to make noticeable improvements across the board. Changes within the sales organization often involve putting sales reps through training to add skills, knowledge, processes, or expertise.

Read More »

October 24th, 2012

What Your Frontline Sales Managers Must Do Prior to Launching a Major Sales Training or Change Initiative

Sales Training Reinforcement

Sales Training Without Sustainment Is a Wasted Investment

When sales training is treated as a one-time event, participants have been shown to lose up to 87% of skill and knowledge within four weeks. This “brain drain” needs to be dramatically reduced and significantly reversed in order for companies to optimize their investment in behavior change.

Read More »

October 19th, 2012

Train, Coach, Reinforce: Best Practices in Maximizing Sales Productivity

Sales Productivity Report

Complimentary Aberdeen Group Research Report – Train, Coach, Reinforce: Best Practices in Maximizing Sales Productivity. 

Richardson is pleased to offer you a complementary report from the Aberdeen Group called Train, Coach, Reinforce: Best Practices in Maximizing Sales Productivity. Aberdeen’s research provides an in-depth and comprehensive look into process, procedure, methodologies, and technologies with best practice identification and actionable recommendations. This report will help you discover how you can achieve Best-in-Class results for your sales team.

Read More »

September 24th, 2012

What you can Learn from The Harvard Medical School to Make Sales Training Stickier

Richardson's QuickCheck powered by QStream

Solving “The Forgetting Curve” to Help You Execute Your Sales Strategy – Two powerful lessons in learning from the medical profession

Helping sales reps to recall and apply knowledge and skills would not only increase their effectiveness on the job, but also improve the ROI of your investment in training. To solve this issue, Richardson has partnered with Qstream to provide QuickCheck™.

Using a patent developed at Harvard Medical School, Qstream’s solution helps clients’ sales reps and other employees who go through training to retain what they’ve learned over a longer period of time through a series of weekly short quizzes that continue to jog the memories of the trainees and help them recall the necessary details when the time comes.

Read More »

HE Blog Directory Business Blogs best blog sites