“Without systematising the follow-up, I am afraid that you are likely to fail to change behaviours. As one of the other posters mentioned, putting the changes into practice via a CRM is a good option (provided the CRM has been designed to support the new behaviours). Other options include ensuring that there is a post-Workshop assignment to be completed, e.g. Sales Diaries, Communication Push, Strategic Reviews, Key Account Manuals, etc.
Without some form of systematic actionable outcome then it will quickly become apparent that either the trainer was not good enough or your organisation had cut the budget too tight to allow for proper follow-through. This is one reason why I invariably do NOT charge for preparation but make the point that I believe that the client needs to commit to investing in follow-through measures; this works for the consultant, for the client and more importantly for the people who are being encouraged to adopt new behaviours.”
“For me, and thanks to a good friend of mine who was formerly a global buyer for pointing this out to me, there is one inter-connected factor which has two bi-polar dimensions... The problem is that average salesmen do not recognise the right time to be smart and the right time to be dumb i.e. sometimes it is smart to be dumb and dumb to be smart. Good sales people would be great sales people if only they knew when to be smart and when to be dumb and could adjust their styles accordingly!”
Hamish Taylor Hamish Taylor Hamish Taylor Hamish Taylor Hamish Taylor Hamish Taylor Hamish Taylor Hamish Taylor Hamish Taylor Hamish Taylor Consultants offering excellence and value for money Coaches who deliver Consultants who care We deliver Creating New Energy Christine and Hamish, Hannah and Andrew, The Taylors from Middleton Farm Dollar
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