Reinforcement, Mentoring, Coaching
At ALTTITUDE we don’t recommend reinforcement as an optional extra we build it into all our activity to assist our clients in delivering their targets and plans. Our reinforcement approach ensures that sustained change is achieved and programme ROI is delivered. We work with you to apply newly acquired skills, provide feedback to participants’ on their approach in the field and help them measure their results. We use a unique set of reinforcement tools based on each individual clients needs and budget including our copyrighted Reinforcement Planner.
ALTTITUDE's Reinforcement Planner ©
The reinforcement planner has been developed by ALTTTIUDE over a number of years to capture the best practice for managers as they follow up training and development to encourage, coach, mentor and lead change. Based on feedback from clients and our own research we believe this is a unique and valuable workbook. Aspects of the planner are specific to each client as it covers:
- Programme activities
- People
- Internal process
The role of the Sales Manager is vital in ensuring that the change occurs by the continuous reinforcement in both formal (team meetings, customer meetings, 1:1’s etc.) and informal (conversation) situations by:
- Showing leadership and setting an example (e.g. use of language & tools)
- Encouraging and supporting the adoption of new ideas, tools & language
- ‘Catching’ the salesperson using the tools & language and giving positive feedback
It is important that the new skill, knowledge & behaviour become part of the normal working practices of the individual. This will not happen straight away, as the new skills need to be exercised and practised in the work environment to see how they function. They may initially seem ‘unnatural’ and but through practise and positive reinforcement they will become part of the normal working pattern. At this point you have facilitated a lasting change. This workbook is designed for the Sales Manager to provide revision, content, thoughts and exercises intended to ensure the effective and lasting impact of the development.
Performance + Reinforcement = Results
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Reinforcement Tools
Checkpoints -
Used to check that actions taken on the workshop have been completed. What happened? What further follow-up is required? Why not completed? What were the barriers?
Clinics –
These are specific 1:1 interventions. For example to spend time with an individual reviewing a call plan and how to better use call plans to achieve the desired result in a meeting.
Phone –
We can provide telephone ‘hot line’ support for people needing in field support e.g. opportunity planning and review, financial project justification support etc.
Deal Reviews –
As a follow up to Dynamic Opportunity Management training we can provide specific opportunity deal reviews.
Account Review –
As a follow on to Dynamic Account Management we provide specific account reviews.
“Applied” Learning –
For certain topics, where applicable, we can provide a more “hands on” approach where ALTTITUDE act as an “in field advisor”