Savage and Greene

Training sticks when students own the follow-through.

You don't need reinforcement, you need to support completion of the learning curve. The best way to do that is through coaching. We're happy to stick around to help you do that, but it usually makes more sense to give you the means to do coaching yourself.

Alas, let's face it, most organizations don't have enough managers with enough time to do enough coaching. What to do, what to do? Turn it over to the people who should own it, anyway! (That would be the people who get training.)

Here is how we do that:

We fold an effective feedback method into training. People learn how to coach each other at the same time they learn the sales or service skills.
People also learn how adults learn, so they know what to expect and how to prevent frustration when they get back to work.
We work with management to arrange a simple peer coaching program, one that fits neatly into the workday so coaching and the pay-off actually take place.
We provide support as needed.

This simple approach is built into each and every training program. It not only ensures follow-through, it has an awesome effect on performance. There's something about being a coach that makes people all the more skilled. There's something about being held responsible for your own professional development that builds confidence and pride.

There's no extra charge for this nifty service. You can't make us leave it out, either.

(You might want to check the training tips in the Free Advice section to see Shawn's rant, er…erudite coverage of the issue of reinforcement.)

"We're applying what you taught us, thanks to Le Sandwiche (coaching feedback technique). I didn't realize how useful it was to teach the reps to coach each other until a few days after training. My own coaching efforts kept slipping down the to-do list, but it didn't matter." (Eliane Clark, General Manager, RDS)

"Thank you for the spectacular class you developed for our call center. Appreciate your insight, wisdom, input and teamwork. We are set to start our first coaching sessions tomorrow." (K. Armstrong, Direct Banking Manager, Tri Counties Bank)

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