Training programmes are a key element in producing behaviour change and delivering improved sales performance. But to produce lasting behaviour change we also measure, coach and reinforce to ensure the right behaviours become instinctive.

Delivering lasting behaviour change requires:

• The right skill model to match the selling or negotiating situation.
• Sufficient practice and feedback to allow each individual to develop the new behavioural skills.
• An objective way of measuring the new skills to allow delegates to identify their strengths and weaknesses, and to allow managers to track the progress of the behaviour change.
• Transfer of the new behavioural skills from the classroom to the real world.
• Continued reinforcement and coaching to ensure the new behaviours become established as the normal way of operating.
• Senior management support throughout the behaviour change initiative to ensure everyone plays their part in bringing about the change.

So while we have developed a suite of training programmes for the IT sector, which address every aspect of the sales process, from telephone contact, through sales calls to contract negotiation and account development, we recognise this is just the starting point.

To produce real results we like to engage with our clients to plan how we will ensure these other vital steps to success will take place.

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