Category Archives: Behavior Change

June 5th, 2013

Less Information, More Behavior Change: Avoid this BIG Mistake in your Sales Training

Less Information, More Behavior Change

Less Information, More Behavior Change:  Avoid this BIG mistake in your sales training

With the world awash in information, there seems to be a disturbing trend in sales training – many programs are focusing on breadth instead of depth.  Specifically, many sales training programs emphasize too much information across a range of topics and not enough practice on a few key behaviors.  Too often the assumption is made that more content leads to more behavior change – this assumption is dead wrong.  Consistently, as the level of information increases in sales training, the amount of time dedicated to practicing skills and getting feedback on key behaviors plummets.  This results in training that superficially touches on numerous topics without driving mastery of key behaviors.  There is a simple solution to this fundamental mistake; do less in training.  Help your participants to focus on a few key behaviors by including enough practice and real-time coaching so that when salespeople leave training they are well on their way to mastering these key behaviors.  Better still, this focus helps their managers to reinforce a few key behaviors back on the job, making coaching much more manageable (for the coach) and relevant (for the salesperson).

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May 17th, 2013

Leaders Leading Change: Are they Walking-the-Walk or Just Talking-the-Talk?

Leaders Leading Change: Are they Walking-the-Walk

Leaders Leading Change: Are they Walking-the-Walk or Just Talking-the-Talk?

In a recent post, I introduced the first two elements of an effective change leadership program, Crafting a Consistent Change Message and Communicating the Message Frequently.

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May 15th, 2013

Leading Change: How to Get Your Leaders Singing from the Same Song Sheet

Leading Change: How to Get Your Leaders Singing from the Same Song Sheet

Leading Change: How to Get Your Leaders Singing from the Same Song Sheet

A few years ago, a sales leader who we worked with on a sales transformation initiative confided in me. He pulled me aside and in a moment of truth admitted that he didn’t know what he should be doing on a day-to-day basis to drive the adoption of this big investment he had just made in his people.

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January 4th, 2013

How to Make Sales Training More “Sticky” and Drive Sustainable Behavior Change

Sales Training Sustainment

How to Make Sales Training More “Sticky” and Drive Sustainable Behavior Change

Is your sales training “sticky?” It should be, but for many companies, it is not.

Companies invest heavily in sales training to improve their people and processes. Business leaders want to affect a change through training that will impact their business through new skills, knowledge, and behaviors. Committing to training employees and sales reps is often a significant investment of time, money, and lost opportunity. So it should be no surprise that sales leaders want and expect to see a return on that investment.

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October 17th, 2012

The Habit Change Cheatsheet: 29 Ways to Successfully Ingrain a Behavior

We are what we repeatedly do. Excellence, then, is not an act, but a habit. – Aristotle

We have been doing a lot of research on how adults break bad habits and change behavior for the better. There’s a lot to be learned from organizations that have stood the test of time, such as Weight Watchers and Alcoholics Anonymous, to see how their approach can inform our work with our clients. In my quest for knowledge, I came across a very interesting article written by Leo Babauta on his Zenhabits www.zenhabits.net blog. Leo has written several books www.zenhabits.net/books/ that really hit home in this crazy age in which we live. 

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