15% OFF ALL PURCHASES | 25% OFF $75 | 40% OFF $125 | FREE SHIPPING OVER $100
0

Your Cart is Empty

Training That Sticks

November 07, 2013 16 Comments

Most all businesses say that they train their people, but does that training work? Does it stick?

My first experience with training organizations was with auto dealerships. Due to high turnover, slim margins and demands by the manufacturers for a positive customer experience, most auto dealers have a lot of attention on training their staff. It became clear to me that most training is a reactive response to a sales person's lack of production, turnover issues or customer experience concerns. However, great sales organizations deliver their sales training as a proactive enhancement of skills rather than a knee-jerk response. Technological advances enables training to be delivered in many forms today. No matter how the sales training is delivered; onsite, offsite, online or in classroom, the number one reason sales training fails, is due to a lack of frequency. If you want ROI on your sales training, you must do it everyday, even multiple times per day. Use this one criteria for building your sales training solution and how it’s delivered and who delivers it will fall in place. For 30 years, I have been customizing training programs for sales training organizations from automobile dealers, to manufacturers, Fortune 500 financial companies, software companies and even the United States Army. When I was working with the US Army a recruiter told me, "anything worth doing is worth doing everyday." If your people don't train everyday, they won't get results that are significant enough to stay with it. When any training doesn’t stick it becomes another failed initiative, not to mention a waste of time and money. It damages management’s credibility to implement future programs. Start your sales training criteria daily and it will guide you to the perfect solution. When daily training is set as the single criteria for a successful sales training program, it will make you think in terms of how to develop it. If it's going to be used everyday then it must be 1) easily available, 2) individualized to different needs and personalities, 3) quick so as not to take too much time, 4) engaging to the audience and a bonus would be 5) that it could solve problems in real time. With the advent of smart phones, tablets and cloud-based delivery mechanisms all of the above is possible. You don't have to send your team off to another city any longer, have them away from customers and family or, miss a deal. But you have to require that it is done daily. It's not punishment, but enhancement. Having a reporting mechanism in order for it to stick and be successful is important. Whether you pick us or Brian, Tom, Jeff, Joe, Alan or someone on your staff to do it, just make sure you get the key points handled and it will be successful.
  1. Train daily
  2. Make training easily available
  3. Hits ALL levels of ability
  4. Quick and efficient
  5. Solves problems in real time
  6. Engaging
  7. Trackable
Greatness doesn’t come without training. Any athlete, any industry pro will validate that. If you need help with training in your organization, call my office at 310-777-0255 and we will be glad to help you. You know you’re great. Don’t fight it.

16 Responses

Joelwolh
Joelwolh

November 01, 2016

I don’t know about every day training. Although in today’s technological environment it’s pretty simple to develop a tool that can be accessed at any time to give and to receive training motivation etc.

Lenny Gonzales
Lenny Gonzales

November 01, 2016

Amen

Shawn Sweeney
Shawn Sweeney

November 01, 2016

Training is very important. I feel bad for sales people who work in dealerships that offer no training, like mine. The sales people just “get by” month to month and can’t afford to pay for the training their selves. Watching free videos online can only get you so far. It’s not personalized for the individuals strong and weak points. Any suggestions?

Dananjaya Silva
Dananjaya Silva

November 01, 2016

Agree in full with the above! Athletes train daily, watch footage and nit pick every thing about them it’s why Usain Bolt breaks records. So why would you not do it in business?

Byron Dunn
Byron Dunn

November 01, 2016

Shawn— I hear what you are saying… Desiring to be in a workplace that values and promotes effective training. My suggestion is to take matters into your own hands. Invest in YOURSELF, in YOUR CAREER, and in YOUR EARNING POTENTIAL. You obviously value positive input, that’s why you find yourself on this blog! I just recently started a new job, and knew I needed to increase my skill set to achieve my goals. I decided to invest $200/mo in Cardone University— a decision that got mixed reviews from co-workers (That’s expensive— I can’t afford that—I already know everything I need to know) Bottom line— my income and production is roughly double that of who have been in the same place for years. A $200 investment yields a $3000 dividend— definitely more expensive to NOT SPEND THE $200! Get better, stay positive, keep adding skills, stay strong! Create a positive change in a humble way… Life will get very exciting! Thanks to Grant for being a mentor… You’ve made a difference in my life and I will bless others as a result.

Gerald Hand
Gerald Hand

November 01, 2016

Training is a pre-requisite for success. Since success is a habit, training too must be a habit; a constant never-ending habit to continually sharpen your edge and skills personally and professionally. People like Grant thankfully sharpen themselves and share it with us- challenging us. Thank you for that GC!

Scott Warner
Scott Warner

November 01, 2016

Love it Grant! I am plugged into your content every single day. My life and business has never been better. Thanks for leading the way. =)

Grant Cardone
Grant Cardone

November 01, 2016

That’s awesome Scott!

Grant Cardone
Grant Cardone

November 01, 2016

It sounds like you’re right on track Gerald!

Shawn Sweeney
Shawn Sweeney

November 01, 2016

I agree with what you are saying Byron. I actually asked my employer about helping me out and getting me into the Cardone University and was shot down. I’m a huge fan of Grant. I personally have a short attention span for boring people and Grant never fails to keep my attention when I’m watching him. Ziglar, Verde, these guys just bore me to death personally. I looked into the CU and seen the prices, $1800 for the whole thing or $200/ month. I think these prices are more than fair considering the outcome. I’ll do some digging and try to make some room in my budget for this $200/month. I believe whole heartedly that this is what needs to be done.

Shawn Sweeney
Shawn Sweeney

November 01, 2016

Thanks Grant. I did call today around 3:30pm and the sales dept was pretty busy I guess. Just waiting on a call back. Thanks for the response!

Mark Lousberg
Mark Lousberg

November 01, 2016

All the lessons learned from training have a “Shelf Life”. We can extend that shelf life with repetitive training.

Grant Cardone
Grant Cardone

November 01, 2016

Yes Shawn! Call my office so you can get on a program that will guarantee your success.

Grant Cardone
Grant Cardone

November 01, 2016

You’re right that parents shouldn’t rely solely on the educational system and you should expose your daughter to new things. Find out what she is interested in and passionate about and that is where she will excel.

Liam Kyke
Liam Kyke

November 01, 2016

I listen to Grant`s audio every day, it`s great

Al Simon
Al Simon

November 01, 2016

Great points Grant. I just been thinking about introducing more training into my daughters life – maybe just 15-20 mins a day working on a graphics software tutorial or something. After all we shouldn’t just rely on academia to ‘teach’ the next generation – there are simple daily or weekly tasks they can work to complete to develop their abilities, confidence and understanding that being committed to continual growth brings results.
She’s doing great with her thaiboxing and swimming but I’d like her to get more use from her laptop than games or watching kids shows. She’s 11.

Leave a comment