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Sales representatives and sales managers receive training in diagnosing a sales call with a process called The Post Call Learning Cycle (PCLC). On joint sales calls, the sales representative conducts it and the sales manager listens to it. On solo calls, the sales manager randomly asks the sales representatives to report by telephone the use of PCLC on a specific sales call. |
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The sales representatives carry a copy of Map For Action in their cars for ready reference during the PCLC. |
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Sales managers receive training in how to change and maintain specific sales behaviors. The training is in how to use Applied Behavior Analysis to increase and maintain the use of Map For Action.
During the sales managers training, sales representatives phone the sales manager after an actual sales call and conduct a PCLC. The program teaches the sales managers to recognize and praise any slight improvement in the sales representatives use of Map FOr Action.
On joint sales calls sales managers are to mainly observe the sales call, rather than to dominate it. This gives them evidence of what changes the sales representatives need to make.
Sales managers learn to be specific and positive, rather than telling the sales representatives what Map For Action behavior should have been used, the sales manager prompts the sales representative to find it. |
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Traditional sales training programs  |
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| Our research shows that traditional sales training programs fail to produce much measurable behavior changes on the job. Map For Action does produce a major change in sales behavior on the job and maintains it long term. |
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