Rethink how you reinforce and coach sales training with TOPS
The modern salesforce has different requirements for reinforcement and coaching of sales training. To ensure permanent behavioral and cultural change, your team needs TOPS Reinforcement and Coaching.
TOPS Reinforcement and Coaching is a system and toolkit that teaches your sales management team how to make new learning stick through a comprehensive approach.
Key benefits of TOPS Reinforcement & Coaching
After completing this program, your sales management team will be able to:
Seamlessly implement reinforcement and coaching practices within your organization, using the TOPS approach
Have available easy-to-use and flexible tools designed to ensure sustainability of learners’ new sales skills and best practices
Choose from a variety of tools that promote leadership involvement, manager and peer coaching and reflective activities that allow for team members’ self-learning
Put into action a strategic approach to help ensure ongoing team member engagement, behavioral change, and increased sales success.
Help ensure higher ROI on training by tying formal classroom learning to informal learning opportunities happening on the job
Program Objectives of TOPS Reinforcement & Coaching
Program objectives include:
Examine and discuss the TOPS framework and supporting toolkits
Create a strategic plan for using the TOPS approach within the workplace
Select and utilize the necessary tools to reinforce and coach team member performance using a four-tiered approach:
Team Meetings: Guides, worksheets, and tools to effectively run team meetings where the leader reinforces sales skills and encourages group learning and sharing best practices
One-on-One Sessions: Guides, worksheets, and tools allowing leaders to coach sales professionals in a one-on-one environment
Peer Refreshers: Worksheets, recommendations, and logs that encourage team members to support each other, share ideas, and challenge each other to higher performance
Self-Study Activities: Worksheets, recommendations, and logs that provide an individualized plan for each sales professional to strengthen their sales skills
Janek’s training implementation approach
Our training implementation is guided by a proven world-class approach.
Analyze & Plan
Before we deploy training, we take time to understand the current state of your organization. This situational fluency enables us to plan for successful training implementation.
Tailor & Prepare
With a foundational understanding of your organization, we can customize our services and materials to ensure our training delivers the greatest possible results. While we prepare the training, we’ll also help make sure everyone on your team is ready to receive it.
Learn & Practice
Janek training gives your managers and salespeople the opportunity to learn new skills and practice them in group workshops and role-playing sessions. We offer flexible training delivery — choose between instructor-led classroom, instructor-led online, train-the-trainer, eLearning, or a blended approach.
Assess & Report
Post-training, we take the time to understand the outcomes of our work together, then report on performance improvements and ROI. We’ll use this opportunity to identify any new roadblocks that have arisen and create a plan to overcome them.
Sustain & Reinforce
Research shows that without reinforcement, 87% of new knowledge and skills are lost within 90 days. Janek offers several options for training sustainment that transform short-term improvements into long-term solutions, including Xpert (our desktop and mobile app), TOPS (a sustainment playbook for managers), and ongoing sales coaching.
Leverage the full scope of Janek’s solutions to drive immediate and long-term results. Contact us to learn more about these services.
Let us adapt this program for your team’s specific needs, industry, vocabulary, and culture.
Take advantage of our turn-key and hands-on training reinforcement solutions.
Validate training effectiveness in terms of performance improvement, business results,and ROI.
Use a technology solution to reinforce training in a convenient and fun format.
Download the brochure
More information about TOPS is available in this downloadable PDF