SYSTEMATIC BEHAVIOR CHANGE Outline provided by Carlos Quintero, Sales Effectiveness Inc.
PRESENTED BY NEW DELHI INSTTITUTE OF MANAGEMENT
BEHAVIOR CHANGE
TIME
AWARENESS Right Condition s
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DIFFICULTY
03
BEHAVIOR CHANGE
TIME
Management communications Group discussion Survey feedback AWARENESS Right Condition s
© Sales Effectiveness Inc. - All rights reserved
Benchmarking
DIFFICULTY
04
BEHAVIOR CHANGE
TIME
KNOWLEDGE AWARENESS
Right Condition s
• Management communications • Group discussion • Survey feedback • Benchmarking
© Sales Effectiveness Inc. - All rights reserved
DIFFICULTY
05
BEHAVIOR CHANGE
TIME
Video modeling Facilitator modeling KNOWLEDGE AWARENESS
Right Condition s
• Management communications • Group discussion • Survey feedback • Benchmarking
© Sales Effectiveness Inc. - All rights reserved
Written exercises Reading Group discussion
DIFFICULTY
06
BEHAVIOR CHANGE
TIME
SKILLS KNOWLEDGE AWARENESS
Right Condition s
• Management communications • Group discussion • Survey feedback • Benchmarking
© Sales Effectiveness Inc. - All rights reserved
• Video modeling • Facilitator modeling • Written exercises • Reading • Group discussion
DIFFICULTY
07
BEHAVIOR CHANGE
TIME
Group exercises Skills practice
SKILLS KNOWLEDGE AWARENESS
Right Condition s
• Management communications • Group discussion • Survey feedback • Benchmarking
© Sales Effectiveness Inc. - All rights reserved
Case studies • Video modeling • Facilitator modeling • Written exercises • Reading • Group discussion
Facilitator feedback
DIFFICULTY
08
BEHAVIOR CHANGE
TIME
TRANSFER TO THE JOB SKILLS KNOWLEDGE AWARENESS
Right Condition s
• Management communications • Group discussion • Survey feedback • Benchmarking
© Sales Effectiveness Inc. - All rights reserved
• Video modeling • Facilitator modeling • Written exercises • Reading • Group discussion
• Group exercises • Skills practice • Case studies • Facilitator feedback
DIFFICULTY
09
TIME
BEHAVIOR CHANGE TRANSFER TO THE JOB Practice, practice, practice Senior management commitment
SKILLS KNOWLEDGE AWARENESS
Right Condition s
• Management communications • Group discussion • Survey feedback • Benchmarking
© Sales Effectiveness Inc. - All rights reserved
• Video modeling • Facilitator modeling • Written exercises • Reading • Group discussion
• Group exercises • Skills practice • Case studies • Facilitator feedback
Standards Process best practices
Coaching
Reinforcement
Call observation
Systems and technology
Call debriefing
DIFFICULTY
10
TIME
BEHAVIOR CHANGE TRANSFER TO THE JOB SKILLS KNOWLEDGE AWARENESS
Right Condition s
• Management communications • Group discussion • Survey feedback • Benchmarking
© Sales Effectiveness Inc. - All rights reserved
• Video modeling • Facilitator modeling • Written exercises • Reading • Group discussion
• Group exercises • Skills practice • Case studies • Facilitator feedback
• Practice, practice, practice • Senior management commitment • Coaching • Call observation • Call Debriefing • Standards • Process best practices • Reinforcement • Systems and technology
Senior management drive, belief and commitment are critical to success
TRAINING DIFFICULTY
11
THANK YOU
© Sales Effectiveness Inc. - All rights reserved
12