You sent your people to sales training and they really seemed to enjoy it. The reviews were overwhelmingly positive, so you anticipated tremendous impact… but it just didn’t happen. Now you’re reluctant to make another investment in another program that they are sure to enjoy, but unlikely to use. Can’t say that we blame you.
While memory and application varies greatly, people may forget as much as 80% of what they learned within just one month of the training.
If we allow adults to attend training classes and then expect that they will use what they have learned to any great extent, we are mistaken. That’s where we come in. We are AXIOM Sales Force Development and for more than twenty years, we have helped people to not only learn a better way to sell and coach, but to APPLY WHAT THEY HAVE LEARNED. The results can be spectacular with AXIOM clients achieving returns on their training investment in excess of 500%. How do we do it?
Design with recall in mind.
In order for people to acquire a new skill, they need to remember what they learned. Seems simple enough, right? Unfortunately, designing programs that are memorable requires a dedication to that effort. That’s why AXIOM has employed neuroscience research in designing our programs. From the learning activities, to the use of acronyms to the recommended post-class activities- everything is designed to promote recall and adoption.
Learning tools and job aides are essential
No matter how well a program is designed, recall and adoption remain challenging. So we have built an extensive library of learning tools that allow people to get “refreshed” on key skills as needed. AXIOM learning tools include:
- The Selling Sciences Sales Process Guide
- Selling Sciences Audio Library
- Video Library
- Sales Meeting in a Box
In addition, we know that when well-designed and properly used, job aids help promote effective application of key skills. That’s why we have leveraged the input of our students to create useful job aids including:
- Business Foundation Wheel to provide sales professionals with a visual depiction of how businesses operate and make decisions
- BIO Worksheet for gathering and assimilating information needed to qualify opportunities
- Ideal Customer Profile Worksheet for identifying opportunities
- PCSB Worksheet for creating compelling value statements
- Presentation Planning Worksheet for organizing presentations based on the buyer’s criteria
- One-on-one Coaching Summary report to support meaningful coaching
- Selling Sciences Assignment Library to support manager-directed skill and knowledge development
At AXIOM, we know what happens when people apply the Selling Sciences Program in the field, so our job is to help them do just that. Look around, and when you're ready to talk about your situation and how our programs and tools can help you reach new heights of sales success, just let us know. At AXIOM, impacting YOUR success is OUR mission.