SIM Development™ - Sales Simulations
Sales Development at Growth in Focus
What's the most common complaint from business managers about sending staff on training courses? “They enjoyed the course but don't seem to have remembered any of the content, their behaviour and skills haven't changed". Yes, the most common complaint concerns learning effectiveness and failure to retain new knowledge and skills.
At Growth in Focus, we don't "train" we coach and develop. Training is for dogs, humans need development and sales people need to be in control, guided by an experienced coach.
Why does sales training fail?
There are two main reasons - learning decay and unrealistic expectations.
This graph shows a typical learning decay or “forgetting curve" for the days after classroom learning.
The training course may have been motivating, insightful and enjoyable but unfortunately, studies show that knowledge retention from classroom training is poor without sustained repetition.
The second major issue with short training classes (related to the first issue) is unrealistic expectations. If you are hoping to learn a new interpersonal skill such as negotiation or sales conversation skills, it's unrealistic to expect to come out of a short course with the same skill as someone that has been practising those skills for many years. You should be wary of grand claims from training providers and look at short training courses as building blocks to longer term skill attainment through repetition and follow-up assessment.
Growth In Focus training seminars use a unique and effective technique for teaching the dialogue skills that are commonly required in sales, negotiation, and conflict resolution (and many other professional fields). Our technique addresses the learning decay problem with classroom training by providing opportunities for one-on-one coaching for a sustained period after the classroom training. It's called SIM Training™ which stands for Sustained, Immersive, SIMulation.
Sustained: The follow up video interview exercises are timed to provide maximum reinforcement of the training class material and feedback on learning retention. Your skills are re-scored in each video follow-up and there is an opportunity to continue with ongoing simulations for as long as it takes to achieve mastery.
The sustained nature of SIM Training™ helps to mitigate the learning decay issue.
Immersive: The courses are light on theory and heavy on practise and you practise real world examples from your own business. We make it as realistic as possible and our trainers have many years of experience from the customer side of the desk. Repetition of the training exercises in a form of “over training" has been shown in studies as one of the most significant factors in reducing learning decay. (see Hoffman et al, Accelerated Expertise, 2013)
Simulation: A commercial airline pilot spends hundreds of hours in a flight simulator before being trusted with an aircraft and the lives of passengers but commercial organisations routinely send untrained employees into customer meetings and negotiations. Whilst these employees are unlikely to endanger lives, they certainly can endanger the health of your company! Simulations are the safe way to learn essential dialogue skills.
The combination of sustained, immersive simulations goes a long way towards mitigating the issue of learning decay so that new skills are remembered and applied. Which means that you can effectively implement those new skills in the real business world.
SIM™ training - a new way to learn