Genie Fuller on The Business Spotlight P3 Q&A4 training for sales organizations – YouTube.
http://www.7NetworkingMistakes.com Genie Fuller is guest on The Business Spotlight TV show hosted by Patrick Dougher.
Patrick: When they’re coming in, they’re finding the ways to really attract the right people to them. Do you want to speak at conventions? The size of the corporation that you typically like to work for is how many sales people normally?
Genie: I like to work with big national ones, but where I really shine I believe is in their branch offices with about 50 people.
Patrick: So 50 at a time, but typically a branch office might have 2,000 or 3,000 sales reps around the country. But you would be able to mentor each of the mid-level management.
Genie: I’ve learned over the years that I just don’t go in and do a seminar. I can’t change behavior. We’ll do the workshop, but it’s got to follow up with implementation. I give them some things they can do in-house and then I come back and do another program to keep the implementation going. I like at least a 90-day commitment. Most of them are about six months.
Patrick: I wouldn’t doubt that because I’ve seen that model over and over in the past. Somebody comes in and they say, “Here’s a training,” and they throw it out there to the group. Only about 15% of what they say actually shows up is implemented.
What that means is, by doing the follow up, you’re able to internalize a big portion of what somebody is as hired or essentially purchased in the way of training. They’ve purchased that training from you, now they’re finally getting it in their people.