Sales are an ongoing process of acquiring knowledge [learning] and applying knowledge [performance]. When I read a variety of posts, I realized this again because experienced sales professionals shared their thoughts on how to help new sales representatives. When I looked through a number of top three to five suggestions for improving sales methods or increasing sales, I saw that each could be placed in four buckets.
- Know how
- skill
- attitude
- habit
Years ago, one of my coaches [David Herdlinger] compiled a simple quadrant map, which he called the KASH Box, to show why so many efforts to improve personal behavior [a.k.a. performance] failed. Studies have shown that up to 90% or more of training interventions fail to deliver a positive return on investment [ROI].
Take a piece of paper, draw a large square, and divide it into 4 quadrants. In the upper left corner, place the letter K for Knowledge. In the lower left quadrant, write the letter S. In the lower right corner, in the lower corner, place the letter H, and write the letter A in the quadrant in the upper right corner.
After his introduction, I realized that the purpose of training is to hold sustainable change, just like the purpose of the original cash box. So I modified his box by including a rectangle just below the bottom two quadrants. I marked this rectangle as Sustainable Change KASH Drawer.
As an experienced sales professional, trainer and well-trained instructional designer [who knows how to write training courses and courses], the real problem I know is if the participants know something, not Do they want to do it?
For example, research shows that almost 50% of sales leads are not followed, but are withered on the vines. In addition, between the 5th and 12th contacts, 80% of all sales [a.k.a. is closed]. Most sales people know that sales leads are the beginning of the sales process, and follow-up work is critical to winning sales. So the problem here is not more training to hone existing sales techniques, but to focus on developing the necessary attitudes [beliefs] and habits [behaviors]. However, most sales training is based on knowledge and skills, with little emphasis on attitudes and habits.
If you want your sales training to offer more benefits, you can say and then re-evaluate your course. When you want to improve your specific sales skills, including how to develop positive attitudes and habits. Again, please remember to ask yourself this simple and important question, specifically for the bucket you are working on:
Can't increase sales due to lack of knowledge and skills [do they know?] or because attitudes and habits are not good [do they want to do this?]
Orignal From: 4 barrels for sales training provide a good return on investment (ROI)
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