Maximizing the Impact of Your Offsite Training Investment.
Most organizations invest dearly to round up their field sales forces for offsite training. While this may be one of the most effective ways to train, motivate, and reinforce your culture; it can never be done often enough.
In addition to ever increasing travel costs, short term productivity takes a hit with all your reps out of the field. Of course there are offsetting benefits to having a well trained sales force or these meetings would never be approved by the friendly folks in finance.
The question then becomes how to economically reinforce the teachings of these meetings on a much more frequent basis without impacting sales productivity.
The answer lies in taking advantage of what all sales reps have in common - unproductive time that can be taken back for training purposes. This is not meant to insult sales reps, but to point out the fact that they spend a large percentage of their day in transit, lots of nights in hotels, and countless hours in waiting rooms.
One of the main goals of offsite training is to make sure everyone is delivering the same message consistently. By enabling your sales force with better tools, you can reinforce the message on a daily basis, ensuring less variability.
If you are not providing your sales force with sales friendly, on demand tools that they can quickly review when they have non-productive time, you probably have significant variability in the message that they are delivering and are not maximizing the impact of your training investment and your likelihood of crushing quota.
Tags: consistent messaging, maximize, offsite training, reduce variability of messaging
