Tips for Guaranteeing Sales Training Results
CEP's Approach Guarantees Sales People Have Required Skills
CEP’s approach guarantees that sales people will have the skills to perform to expectations on the first day training ends.
Here are 7 of the steps we take that enable us to offer this unique guarantee of instructional results:
Tip #1: Define desired job performance
Tip #2: Identify performance gaps
Tip #3: Determine the causes for performance gaps
Tip #4: Identify tasks and skills
Tip #5: Write performance objectives
Tip #6: Develop skill checks to evaluate competency
Tip #7: Plan practice opportunities and feedback to employees in training
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Don't Waste Dollars on Ineffective Product and Sales Training
Integrated approach is key to sales success
How to make training effective?
⇒ Create explicit performance expectations for sales people.
⇒ Articulate precise job performance requirements.
⇒ Articulate the standards by which performance will be measured.
⇒ Limit training, including product knowledge, to only what is essential for meeting those performance requirements.
By applying these recommendations, organizations will be positioned to grow revenue and improve the return on investment for sales training and product training programs.
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Case Study
CEP Helps Caterpillar Produce Triple-Digit Sales Increase
Skill-Based Training With Results
Caterpillar Americas Co. (CACo), the Latin American commercial subsidiary of Caterpillar Inc., projected a shortfall in sales volume for its manufacturing equipment. The company turned to CEP for solutions that would enable CACo to reach the sales goals specified in their targeted sales goals.
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CEP specializes in advising Fortune 1000 organizations on how to link one of your largest assets, your people, to business results. We help organizations align workforce performance with business strategy and bottom line results.
Apr 28 - May 9: Chicago, IL
Sept 15 - 26: Chicago, IL
Apr 28 - May 2: Chicago, IL
Sept 15 - 19: Chicago, IL
Nov Dates TBD: Atlanta, GA
Oct 1 - 3: Williamsburg, VA
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About CEP
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Copyright © 2007 The Center for Effective Performance. All rights reserved.
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| CEP, The Center for Effective Performance, is the consulting leader in advising organizations on how to turn their workforce into a competitive advantage.
For nearly two decades, CEP has helped companies solve performance problems, develop training guaranteed to work, implement best practices, and create performance improvement strategies that translate into improved financial results.
As the world's leading practitioners of Dr. Robert Mager's research-based methodology, CEP delivers world-class, proven solutions that increase profitability and shareholder value. Learn more about us at www.cepworkforceperformance.com.
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