This program has run extremely successfully with a large number of professional groups (auditors, consultants, tax advisers etc) as well as commercial and support groups As a form of Action Learning it is seen as a more productive alternative to an off-base training course with all the associated costs and lost time. It has two broad aims:
- the development of business revenue and
- the personal development of its participants.
The intention throughout is to address the influences of
- basic sales/marketing skills and techniques
- personal and team organisation and most importantly,
- personal motivation.
The reason for the emphasis on motivation is because no amount of skills training will create change if the underlying motivation remains negative. It is to counter this negative sales attitude and to emphasise the professionalism of real salesmanship that so much emphasis is put on interviews, attitude analysis and personal feedback. The program can be modified to suit the specific needs and situation of its participants. A typical short term program consists, however, of a number of interactions. These might include:
- an initial interview with each participant.
- seven short group meetings each two to four weeks for three/six months with a short individual participant interview throughout the day.
- a final interview with each participant included in the last group meeting day.
The group ideally consists of 8 to 12 participants who work somewhat in common with each other so that they can share a common target as well as interact and network among themselves.
Often, a "champion" is appointed (sometimes their immediate superior or similar) who will facilitate internal support, help to authorise decisions etc. The external facilitator provides all other program support and guidance, helps to chair the meetings and provide guided instruction.
At the first meeting the group sets targets, relevant to their professional situation, for their chosen period. These may be revenue targets (based on historical performance and the perceived environment) and activity targets (calls, meetings, keeping records etc). These targets are challenging but achievable.
At each subsequent meeting, participants give feedback on activity against plan, record the highs and lows, and record any business gained and predicted. Each meeting allows for a response by the facilitator on activity and issues, a sales skill session and an attitudinal session.
At the last meeting, actual and predicted performances are recorded, plans for future activity established and feedback on the program given. At final interviews, feedback is given on personal change and development, and suggestions for other personal work elicited.
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