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Are you asking yourself, “Does My Training and Learning Program Stick?” 
Well, the truth is most training programs don’t. According to research, training effectiveness depends on how it’s done.
It’s not what you know that matters; it’s what you do with what you know.

A few things to consider:

  1. Skills training gives a bigger boost than product knowledge training. Ongoing skills training based on discovery, social selling skills, objection handling and value creation creates the biggest long-term impact on ROI.
  2. Shorter learning opportunities over a longer period of time increases retention. Practice is far more effective when it’s broken into separate periods of training that are spaced out over time.
  3. Testing interrupts forgetting. Ever crammed for a test by reading and re-reading the text, class notes and hi-lights only to receive a poor grade? I sure have. In 1978, researchers found that mass studying or cramming leads to higher test results in the short-term, but faster forgetting in the long-term. The solution? Test immediately after presenting new concepts and offer immediate feedback.

Over the past couple of months, I’ve had the opportunity to deliver several keynotes on the subject of training in the digital age, specifically, “The Four Pillars of an Effective Training and Coaching Program”. Most trainers emphasize a particular pillar rather than incorporating all four. But research shows you must train using all four pillars to maximize retention and profits.

Want to learn your dominant pillar?

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To evaluate your training style, learn your dominant pillar and discover how you can maximize your training strengths to increase ROI, download this FREE powerful assessment here.
Also, see this video describing the Four Pillars taken at Selling Power’s Sales 3.0 Conference this week.

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