Several years ago, a global pharmaceutical executive challenged his learning and development team to reduce the time to train new sales reps from 24 to 12 months. They used a framework of whole brain thinking to make it happen.
The initiative began with an analysis of the mental demands of the sales function as mapped across the whole brain model. After discovering their own thinking preferences (via the HBDI), sales reps learned how to apply that knowledge to mastering the job and making productive connections with clients.
In addition, sales coaches learned how to adjust their thinking styles to better serve the needs of the reps they coached, and the learning and development team used whole brain learning design to ensure that training and reinforcement tools would effectively engage the various thinking preferences in the group.
The company not only achieved but surpassed its goal, reducing job mastery time to seven months. During a period of three years, it also recorded increased sales revenue and improved results in its key sales process metrics. What performance objectives in your organization would benefit from this type of improvement?
Ascent is a learning and development organization focused on maximizing mid/senior leadership, motivation and performance in the areas of Management, Personal and Youth Development, Sales and Service, Teambuilding and Organizational Design. To find out how Ascent can help your organisation visit www.ascent-world.com, email us at
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, call us on +971 4 3344627.
