One of the greatest challenges our clients face after they put their organization through CustomerCentric Selling® (or any other training for that matter) is maintaining the skills, training and momentum. Everyone comes out of the workshop pumped up, with a genuine optimism as to what the implementation of the CustomerCentric Selling® sales methodology will mean to their ability to meet and exceed their quota, improve the accuracy of their forecast, find and engage with new prospects and build the quality and quantity of their pipeline.

Then reality sets in: How do I integrate the skills and techniques that I learned in the workshop into my everyday selling activities?

Things that seemed so logical and easy in the training and skill practice environment now meet the harsh reality of practical application. Questions arise. "What was it the instructor said about handling voicemail?" Or, "What was it I'm supposed to do when I get blocked from meeting with other Key Players?" In fact, according to the Research Institute of America, 33 minutes after a lecture is completed, students usually retain only 58% of the material covered in the class. By the second day, 33% is retained, and three weeks after the course is completed, without continuous reinforcement only 15% of knowledge is retained.

Quite often the responsibility for answering these questions and providing advice and assistance falls to the first-line sales manager. However, he or she has probably only been through the training once or twice themselves, so their ability to accurately and consistently reinforce the concepts and help their salespeople is somewhat limited.

So, let me ask you…

After the completion of the 3.5 day CustomerCentric Selling® workshop, would it be helpful if your salespeople had access to an ongoing, self-paced, web-based version of the training that they could access on an as needed basis?

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