Recently Axonify posted an article on whether a LMS is really adaptive? Is it providing you a picture of what your sales team have learnt, do and deliver on the shop floor? This caught my eye and I wanted to explore this topic more and share my thoughts with you.
Carol (Axonify CEO) says “You need a system with an algorithm that continually takes data regarding outcomes and analyzes it alongside data on knowledge and behavior”....the definition of ‘algorithm’ is “a process or set of rules to be followed in calculations or other problem-solving operations, especially by a computer”. A computer? Here at RedSeed we have a much simpler solution, Coaching.
The definition of coaching is “ A form of development in which a person called a coach supports a learner in achieving a specific personal or professional goal by providing training and guidance.” Doesn’t that sound great? We encourage and basically insist that Coaching becomes apart of the culture of your entire business so everyone knows what it takes to achieve your sales goals.
This Coaching is brought to the fore when trainees are required to complete practical exercises with their Coach, based on knowledge they’ve learnt from their customised RedSeed training videos. It’s essential that trainees are able to effectively demonstrate what they’ve learnt in a practical situation with their Coach. This gives the Coach the opportunity to ensure that the new skills the Trainee has learnt are translated onto the shop floor and used with your customers.
Computers are a large part of any business in today’s day and age, however when it comes to the interaction between customers and salespeople, the skills required are best supported through the relationship between a Coach and Trainee. These relationships are what build sales on the shop floor.
The ultimate measurement of a successful online programme is the relationship between Coaches and Trainees, learning new sales techniques together, practising those techniques and turning them into sales on the shop floor with your customers.