Focused exclusively on sales and management effectiveness, we combine together consulting and training to help market-leading companies significantly improve the performance of their sales and management professionals and achieve positive, measurable change.    ·Leverage External Support    ·Maximize Learning    ·Ensure Positive Change
It is difficult for any organization to change internally. Many sales training initiatives fail because management has not aligned itself from the top down to support and reinforce new skills and learning. Upjoin define each role and responsibility of a client's management team relative to the performance change, whether it is the sales vice president, training manager or marketing director. Together, we develop a set of metrics prior to program launch to ensure that once the program is completed, each person knows what they will be held accountable for and what they specifically need to do, and as a part of the organization, to support any sales performance change initiative.
Classroom time is expensive: lost opportunity costs while your sales organization is in class, plus travel and entertainment expenses. And classroom time alone won't permanently improve the way your organization sells. Study shows that adults forget 87% of what they learn in a classroom, if there's no reinforcement or assessment of skills learned afterwards, and no measurement of success. Once out of the classroom, people go back to their old, safe habits rather than perfect new skills. Upjoin minimizes the cognitive learning while in the classroom by providing pre-work to participants. They come to the class with a better understanding of what will be taught, so that the focus is on behavior change elements. Time can be better spent on role-playing than on talking through the concepts. Upjoin classroom time averages between 80-85% on learning activities as opposed to lectures and learning of models and concepts.
Upjoin works closely with client to isolate key business issues, set business goals, customize training programs and create specific skill exercises. Concurrently with sales force training, sales management can be taking part in a customized coaching effectiveness program. Once classroom time is over, sales managers coach the sales team right in the field where behaviors can be observed and readily discussed, allowing for behavior and skill development over time. We offer our Extended Learning Program, an extensive but easy-to-use blended solution that provides content-rich activities and reference materials for both learners and their managers. Individual testing can be carried out to uncover weak areas that still need work. Sales people will more likely turn their newly acquired skills into habits when they are shown the value of those behaviors on a consistent basis.
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