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The Consultative
Approach for Conducting High Impact Programs
The key
to success in any continuing education endeavor is getting
people to implement the concepts learned and take effective action;
to use the new skills consistently over an extended period of time
back in their work environment to produce superior results. This
is where many traditional training programs fail. Our proven track
record of successful culture shifts within the financial services
community is due to the fact that our approach addresses not only
high informational content but most importantly the utilization
of that information. To this end we work in close partnership with
our clients to design customized solutions for their sales leadership
development needs.
We've
developed a proven process for our projects in which
YOU work with us to structure a program that is comprehensive
and tailored to produce your targeted results; thus you benefit
by "ownership" of the project underpinnings.
- The Investigation
Phase
Conduct an
in-depth needs assessment through "one-on-one" and small
group interviews plus on-site observation with key personnel
from the targeted training population, thus getting their
buy-in and ownership of the program.
- The Participative
Design Phase
Work with
the company's executive management team to review the
findings from the Investigation Phase and to make sure
the program includes their counsel for their desired results.
- The Development
Phase
Work with the
company's staff to tailor and custom build the final program
outline, workbooks, support materials, and those specific
training processes that will enable you to produce a high
impact learning experience for their personnel.
- The Implementation
Phase
Facilitate
an exciting high content training program that is highly
participative with team break-out exercises, group presentations,
and role plays.
- The Utilization
and Follow-Up Phase
Provide reinforcement
and support by conducting a series of follow-up sessions
with the participants and an executive debriefing with
their key managers to assure applicaton of the material
covered in the Implementation Phase and problem solve
any utilization roadblocks.
Experience
has taught us that applying the Five Phase Consultative Approach
to customizing training programs for our clients allows us to
address and change some of the core underlying attitudes and
beliefs that drive an individuals behaviors. This combined with
specific skill and strategy training enables us to produce long
lasting results.
As
an example when we use the consultative approach to custom build
training programs that will enable ordianry sales people to become
sales leaders and make the journey to building a sales culture we
have found:
- Sales people need
an opportunity to give their input on the training they are
going to receive in the area of sales or sales leadership. They
have heard numerous "used car" stories and typically have very
little formal background or understanding of sales leadership
techniques. These factors leave them hesitant at best to fully
commit to becoming a professional sales person in addition to
being a professional banker. They are naturally reluctant to
buy-in to the demand of today's competitive banking environment;
that they must become skilled in competitive selling and sales
leadership. In order to assist our clients in making this transition
and developing a long lasting sales culture change we include
the following in our training process:
- Interviews
before the program to assure the program participants that
the program will be a safe environment in which to learn
new sales and sales leadership behaviors, skills, strategies
and tactics; that their concerns and problems in making
this transition are listened to, understood and considered;
that the program content and interactive activities will
be tailored to their specific needs, and that we will address
the program materials to your company's specific situations
and their level of sophistication and sales leadership skill
need.
- Through using
the most effective adult learning techniques we teach concepts
and approaches, then allow the participants to adapt this
information to their individual situations. Further, we
facilitate table top discussions and case study exercises
whereby the participants have an opportunity to try out
the new behaviors, strategies, and tactics in a controlled
simulated situation.
- Sales people need
a learning environment that respects their individual experience
and group wisdom. The optimal situation includes solid real
world banking tools and skills they can immediately use. For
this reason all the training programs we deliver incorporate
materials and information that is specific to your bank for
the break-out team discussions, case studies, role-play practices
and workbook learning activities.
We have discovered it is not unusual to have several different
skill levels involved in a training environment and through
use of the interactive techniques outlined above the entire
group benefits. All training material will be adjusted by our
combined perception of what will be the best sales leadership
and quality service skill learning stretch for the entire group
and all individuals based on the information we gather in the
Interview Phase. We do the final fine tuning in this area when
we meet with your internal training project team in our Participative
Design Session. Here we take into account your goals, objectives
and the specific results you wish to achieve; such as refining
your vision and developing sales leadership practices and action
plans that will enable your sales leaders to better communicate
and support the sales vision and action plans of their staff.
- Sales people need
time to make the necessary changes to adopt the sales leadership
skills and tools that will enable them to compete in today's
highly competitve, fastchanging, global market. For this reason
we know that effective training that helps people modify their
traditional behaviors and adopt new sales leadership behaviors
cannot be accomplished by using a generic packaged training
that is delivered as a one time shot in the arm by someone who
has never sold or lead others to sell. Our experience within
the highly competitive financial services marketplace, both
in our own experience of selling and our work with the banking
community allows us to approach each training situation with
a "We have been there" perspective. The program must be personalized,
tailored and use follow-up sessions to reinforce the skills
and principles the participants learn about Sales Leadership.
In summary, throughout our years of consulting we have found
the Five Phase approach to be the most effective factor in helping
a sales force change from an just take an order" driven
culture to a active sales oriented culture. We have long term
relationships with our clients because of the consultative stance
we take to assure the continued application of the skills learned
in our programs. In fact, many of them continue to take advantage
of the executive council service we offer at no cost as part
of our Utilization and Follow-Up Phase. They call us regularly
every month or so to get our feedback, advice and recommendations
on sales-related ideas they are considering implementing in
their banks.
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you want to:
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Design a E-Business or Sales Leadership Consulting Project
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For
a FREE consultation contact Jeff Senné
at:
Jeff Senné, CEO
The
Expertise Center, LLC
862 Sir Francis Drake Blvd. #283
San Anselmo, CA 94960
(415) 328-1735 cell
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