Grounded in Research
Create a culture of learning and development
The Sales Activator creates a non-threatening environment that overcomes any resistance to training and helps develop a mind-set where ongoing learning is embraced.
Understanding how people respond to coaching is fundamental in our approach. The Sales Activator is based on a four stage Change Curve, which reinforces the value of incremental steps and determines when individuals need most support:
Stage 1 – Unconscious Incompetence: Individuals are unaware of their skill gaps and may not see a need for coaching.
Stage 2 – Conscious Incompetence: Skill gaps are identified through benchmarking, which can cause a loss in self-confidence. Our positive framework for coaching manages any potential dips in performance.
Stage 3 – Conscious Competence: Proven success following coaching sessions re-energises the individual, empowering them with enhanced skills and new knowledge.
Stage 4 – Unconscious Competence: Best practice sales techniques become inbuilt by revisiting the coaching sessions. Capabilities are reinforced and a culture of ongoing development encourages the cross-pollination of expertise.
Embed, retain and consolidate
Up to 80% of knowledge can be lost just one day after attending a training session, if the information isn’t revisited - a linear approach to learning allows information to be quickly forgotten and delivers a poor return on investment (ROI).
Our four-step learning process changes this by implementing a cycle of learning which drives knowledge retention and progression by revisiting key skills, reprocessing information and reinforcing best practice.
Measuring success and maximising ROI
Underpinned by the Kirkpatrick-Philips model, The Sales Activator evaluates learning uptake and drives ROI through a consistent process of assessment, tracking and targeted coaching.
By encouraging a new mind-set of ongoing development and evaluation, the Toolkit revisits and consolidates best practice techniques to optimise output, using OSCA to track results, direct ongoing coaching and monitor ROI.