Have you ever wondered if your sales force and customer service departments are saying the “right things” during client and customer interactions? At any given time, as many as 87% of your employees are not effectively delivering the key information about your brand value proposition or your products. Did you know that something as simple as consistent practice can boost their confidence and increase your bottom line?
Through concentrated practice, representatives learn what to say, how to say it, and when to say it. Your team is also more confident in delivering your brand message with ease. Studies show those who practice consistently will be able to deliver brand messages better than those who don’t. Implementing a culture of practice within your organization can also increase your sales 51% in 90 days!
Technology (voice recognition) exists today that enables employees to practice key messages. It saves managers time and will yield significant results. The culture of practice has helped companies:
- Increase Sales
- Decrease recruitment and training costs
- Reduce field management time and expense
- Shorten learning curves
- Reinforce long-term brand development
A recent study from ClemsonUniversityfound reps only deliver 10-20% of the intended message and 80% of the message is what they think is important and/or something they made up.
Other studies show the importance of concentrated practice:
- Before instituting a culture of practice, only 13% of your workforce were saying the right things
- After consistent practice, 100% of your workforce hits all of the talking points
To be even more successful, many organizations are adapting the culture of practice and tying it to rewards and recognition. For example, those who are practicing for the desired minutes every week (as little as 20 minutes), would be recognized and rewarded for consistency of practice and increased sales. This is also a great coaching tool for your managers – training effectiveness is enhanced and helps managers efficiently monitor and accelerate the implementation of new initiatives.
Take a look at your organization’s value statement. Is your workforce consistently communicating this with confidence and passion? Would you benefit from instituting a culture of practice?
Posted by Recognize Right 
