{"id":18503,"date":"2021-01-01T16:55:00","date_gmt":"2021-01-01T15:55:00","guid":{"rendered":"https:\/\/legrandblogdelavente.halifax-consulting.com\/en\/?p=124"},"modified":"2024-05-21T14:45:08","modified_gmt":"2024-05-21T12:45:08","slug":"why-are-100-distance-sales-training-programs-operating-at-peak-efficiency","status":"publish","type":"post","link":"https:\/\/www.halifax-consulting.com\/en\/blog\/why-are-100-distance-sales-training-programs-operating-at-peak-efficiency\/","title":{"rendered":"Why are 100% distance-sales training programs operating at peak efficiency?"},"content":{"rendered":"\n

If you\u2019re interested in developing your skills, you NEED to read this book(1). You don\u2019t have a choice\u2014it\u2019s a gold mine, a gem of a book that describes in detail how to truly develop skills effectively. It\u2019s an incredibly insightful read that covers 30 years of research on the secrets that explain how the best got to where they are.<\/h2>\n\n\n\n

With an abundance of details and examples, the authors describe the five characteristics of training and practice that really work<\/strong>.  Let\u2019s take a look at them together and then see how they dovetail with 100% distance-based sales training<\/a><\/strong>.<\/p>\n\n\n\n

The five key characteristics of the most effective practice and training methods<\/h3>\n\n\n\n

Very specific goals<\/h4>\n\n\n\n

You can\u2019t learn everything all at once. You have to learn how to target your efforts and focus your sessions on \u201dbaby steps.\u201d<\/strong>  The authors stress the importance of breaking down the overall goal<\/strong> into a series of intermediary goals that you can work on separately.<\/p>\n\n\n\n

Maximum concentration<\/h4>\n\n\n\n

You can\u2019t make progress when your mind is elsewhere! And, of course, your concentration level while practicing is relative to how specific a goal you have set in advance. You have a better chance of achieving a high level of concentration if you set a more specific goal. But concentration also depends on how long practice sessions last. Concentration is tiring<\/strong> and it\u2019s unrealistic to think that you can stay focused for hours on end. The most productive training<\/strong> sessions last a limited amount of time<\/strong>, but with maximum concentration.<\/p>\n\n\n\n

Consistently leaving your comfort zone<\/h4>\n\n\n\n

Progress comes with some growing pains\u2014you have to dare to switch up your practices<\/strong> and do things differently. Effective training requires steadily increasing in difficulty<\/strong> and pushing ourselves to try things that we haven\u2019t yet mastered and\/or can do differently<\/strong> for greater effectiveness.<\/p>\n\n\n\n

Personalized feedback<\/h4>\n\n\n\n

Quality feedback, especially personalized<\/strong> feedback, is crucial. Feedback is what stimulates us, reassures us, and encourages us to forge ahead or do things differently based on our resources.<\/p>\n\n\n\n

Sustained motivation over the long term<\/h4>\n\n\n\n

Starting a training program is easy. What really matters is seeing it through to the end, making a long-term commitment. The author reminds us that the two main sources of motivation are feedback quality and measurable results<\/strong>. In this respect, the authors come to the same conclusion as Teresa Amabile<\/a>, who, like them, notes that the more individuals visualize and measure the progress they have achieved, the more likely they are to continue their efforts<\/strong>.<\/p>\n\n\n\n

The five characteristics of the most effective 100% DISTANCE- TRAINING PROGRAMS<\/h3>\n\n\n\n

Now let\u2019s take a look at how the principles described by Anders Ericsson apply to the 100% distance-based programs<\/strong> that we offer to Halifax<\/a> clients in France and internationally.<\/p>\n\n\n\n

1. Very specific goals \u2192 Small \u201cmorsels\u201d<\/h4>\n\n\n\n

A 100% distance-training program is spread over several days or even several weeks. That requires you to completely rethink how you teach, to ensure that the curriculum suits the entire course. It calls for small morsels <\/strong>of content. All the coursework is broken down into a series of small steps<\/strong> that steadily lead to subject mastery, both in the group sessions and individual coursework between sessions.<\/p>\n\n\n\n

2. Maximum concentration \u2192 Shorter, denser, more frequent sessions<\/h4>\n\n\n\n

This is also an area where, by their very nature, 100% distance-programs require you to follow this approach. For example, our negotiation training program is broken down into a series of 15 sequences<\/strong> that alternate between group formats, individual learning and one-on-one work with the consultant. This enables learners to dedicate their full attention to each of the steps leading to the final goal.<\/p>\n\n\n\n

3. Systematically leaving your comfort zone \u2192 Ongoing challenges applied to real-life situations!<\/h4>\n\n\n\n

Here again, 100% distance-training dovetails with the principles set forth by Anders Ericsson.  Why? Because he places value on individual work<\/strong>. You have less chance of skipping work between sessions when you know that you\u2019ll be challenged by the consultant and\/or by others during the group sessions.<\/p>\n\n\n\n

What\u2019s more, the format is the perfect fit for the flipped classroom<\/strong> teaching method, which involves providing content in advance so that everyone can work at their own pace<\/strong> before class, enabling them to tackle real-life situations with seasoned sparring partners during the sessions!<\/p>\n\n\n\n

4. Personalized feedback \u2192 Multiple synchronous and asynchronous interactions with the consultant<\/h4>\n\n\n\n

100% distance-programs challenge learners individually<\/strong> while also allowing them to provide synchronous<\/strong> and asynchronous<\/strong> feedback and debriefing on all the participants\u2019 work. This is definitely one of the aspects that learners appreciate the most.<\/p>\n\n\n\n

5. Sustained motivation over the long term \u2192 Setting challenges and consolidating knowledge<\/h4>\n\n\n\n

This fifth criteria for effectiveness is also achieved and stimulated by personalized feedback from the consultant, as well as the final test<\/strong> for every course, which consolidates the mastery of this new knowledge<\/strong> and their newfound potential.<\/strong><\/p>\n\n\n\n

Confidently making the switch to a 100% distance-program<\/h3>\n\n\n\n

In sum, when well structured, 100% distance-based courses are effective<\/strong>:<\/p>\n\n\n\n