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In your organization, can you quantify the
impact of your training investment and
particularly the impact of coaching on sales?
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We get this question a
quite often:
How do we get managers and senior executives
involved in training and development
initiatives? The
answer:
Show them the value in terms of (1) behavior
change and (2) business impact.
This
study involved 121
professionals and their managers at a major
north American financial services firm who
completed the SmartTrac® measurement survey (90%
response rate). The measurement occurred
last spring, during some of the most difficult
financial market conditions in a generation.
In each area, notice the differences associated
with manager involvement.
Insight #1: Coaching is linked to
skill application.
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Comparison Groups:
people who received MyView® coaching
conversations versus those who did not:
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Control Group: 47 participants who
did NOT get MyView coaching
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Coached Group: 61
participants who received MyView
coaching – Note that the Coached
Group scores were nearly 20%
higher.
Skill Scores:
Each person’s average score for 38
individual skills, placed on a scale
from 0-100%.
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So what?
These results clearly show that coaching
conversations are linked to changes in leading
indicators (skills) and lagging indicators (new
revenue). Every change effort, training
initiative, or development program must include
more than new knowledge and skills.
Manager involvement is the missing link in
getting measurable results.
Does Your Organization Know What
the Skills are of your High Performers and the
Impact of those "Money Making Skills" on
Revenue?
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Our training measurement methodology can measure:
The skills of your team verses your competency
model
The money making skills of your high performers and
the gap with the rest of your team
The impact of your traning investment in real
business terms
The leading indicators that produce those results
The impact to coaching and the negative effective of
no coaching.
Please click here if you would like more information about our
measurement methodology
1.519.455.4320
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