Event Planner Spain, organisation d'événements en Espagne et Maroc Idées et ressources pour événements et réunions en Espagne et Maroc
Internet leaders: June 4.320.686 page views
Newsletter (15,000+ abonnés) Event Planner Spain mobile version RSS Event Planner Spain
 Recherche d'Hôtels
 et lieux de réunion
 Recherche d’Agences
 Évènementielles
 Prestataires
 Événementiels
   Services
Event Planner Spain, organisation d'événements en Espagne
Toutes les catégories
Top Class Barcelona. Agence réceptive, conventions, congrès, manifestations sportives, foires-expositions, incentives
EIBTM 2014

The Global Meetings & Events Expo, Barcelona 18-20 November
The Global Meetings & Events Expo, Barcelona 18-20 November

Articles intéressants
Fourteen Meetings Technology Trends to Watch for 2014 Fourteen Meetings Technology Trends to Watch for 2014 ...
Dynamic Rate Marketing – Hotelier’s Powerful New Weapon to Shift Share from the OTAs Dynamic Rate Marketing – Hotelier’s Powerful New Weapon ...
How can my company successfully market its content? How can my company successfully market its content? ...
How Apple’s iOS 8 Release Impacts Mobile Event Apps and Benefits Event Professionals How Apple’s iOS 8 Release Impacts Mobile Event ...

Hotel Sales Training that Excites but Changes Little

Envoyer cette nouvelle a un ami
Share to Facebook Share to Twitter Share to Digg Share to Delicious More...
Hotel Sales Training that Excites but Changes LittleHotel sales training has been an important, yet somewhat controversial topic for many years. Everyone agrees that the potential benefits should make it a great investment. But, in too many cases, the results fall short of expectations. We often find that there is a huge gap between what people learn during the training and what they actually practice after training.

With training, our goal is to change daily work habits; not simply to excite and entertain the sales team for a few days. There is no better motivational tool than job knowledge. People who know their job and utilize techniques that work well are more stable and productive in their job.

I’ll never forget an occurrence a few years ago. During an excellent training program, which was developed and presented by a well-known sales training company, one of the least productive, least technically-sound sales people repeated several times that she had taken this program before. In fact, she had participated in the very same program just a year earlier. It was amazing to me that, while observing her performance for the past year, she had not utilized any of the techniques she had learned the year before.

We have all seen this same scenario many times. Unfortunately, it is a common occurrence. Is it the training programs that are at fault? In most cases, the training programs are sound. I believe that the fault lies in the lack of good consistent follow-up, after the training. I believe that this is the responsibility of the trainer.

By their sheer nature, most sales trainers present exciting, fun, and clever programs; designed to create and maintain a high level of attention and an atmosphere conducive to learning. Most programs are chock full of great ideas and sound sales practices; the problem lies in the fact that, as humans, retention of these new ideas and techniques relies upon repetition and practice to create new habits.

During and immediately after a training session, emotions run high and most trainees are determined to use every new idea they learned…that is, until they return to their normal routine just days later. Experts tell us that most new information learned during training is lost and discarded only hours after the training is finished. So, what’s lacking?

The answer is that we need to close the gap between learning the material and actually putting the material into practice. The solution is to look for training programs which include elements of individual coaching after the training program. During the coaching, which is generally done by telephone and email, each participant is guided into using newly learned techniques until those techniques become daily habits.

So what is coaching and how does it work? Coaching or mentoring is a process of creating a new daily activity routine until that activity becomes a habit that will be used the rest of their career. Replacing old bad habits with good ones is more easily done through repetition and practice, facilitated by a coach.

If your next training program does not include post-training coaching, ask the trainer if their program can accommodate some sort of coaching support for sixty to ninety days after the training session. One alternative to this is to have the general manager assume this role by participating in the training program and acting as the catalyst for follow-up coaching.

Training works, but don’t think that any training program consisting of a half, full day, or longer can stimulate anyone to replace bad habits with good ones, alone. As humans, we need frequent reminders and stimulation to facilitate real change. You will find that the results will be well worth the effort.

Contact:
Neil Salerno, CHME, CHA
Hotel Marketing Coach
Email: [email protected]
Comment on this news item
Name     Email

See more Neil Salerno news
See more internet marketing in the hospitality industry news

Tags, event suppliers: Marketing  Sound  Training 

Tags, news section: Coach  IT  Marketing  Sales  Sound 

Glossary, news section: CHME  Coaching 

Number of views of this article: 5,275

Rechercher tout
Loading
Newsletter
Prestataires
Accès Membres
nom d'utilisateur
mot de passe
Hotel Hesperia Tower. Hôtel et centre de congrès à Barcelone, Espagne, avec un auditorium et 21 salles de réunion de plain pied
E&TB Group Spanish DMC. Organisation de voyages d'incentives et vente de billets de football à Barcelone et dans dans toute l'Espagne
Eventhropology. Gestion intégrale d'événements corporatifs, sociales et privés dans toute l'Espagne
Agència de Promoció d'Activitats i de Congressos - UAB Campus. Campus universitaire avec hôtel et centre de conventions, résidence universitaire et installations sportives pour événements d'entreprise et activités à Barcelone, Espagne
Event Planner Spain, Anúnciate con nosotros, Advertise with us.

 
À propos de nous | Annoncez-vous | Contacter | Légal | Glossaire | Plan du site
Si vous planifiez un événement en Espagne ou au Maroc, prenez contact avec nous ou directement avec les
500 prestataires de qualité sur notre portail pour des devis gratuits, sans obligations et sans commissions.

Avec plus de 4,000,000 de pages vues et 1,000 demandes de devis par mois, Event Planner Spain est actuellement le portail le
plus visité pour l'organisation événementielle en Espagne, disponible en huit langues et avec des visites de plus de 160 pays.
Si vous offrez des services pour événements en Espagne ou au Maroc, inscrivez-vous et profitez de nos promotions actuelles.
Si vous souhaitez annoncer sur notre portail, contactez-nous pour une proposition intéressante.

Event Planner Spain, S.L.
Paseo de la Sierra, 38-20, 29018 Málaga, Espagne
© Copyright Event Planner Spain 2006-2014
Tel. +34 952 294 327

Hotel Barceló Marbella. Hôtel d

Dernière prestataire

Hotel Barceló Marbella. Hôtel d'affaires et de congrès ...
Special Group Promotion at the OD Port Portals Hotel

Dernière promotion

Special Group Promotion at the OD Port Portals ...
Acceptus at Genalguacil International Festival

Dernière actualité

Acceptus at Genalguacil International Festival ...
ANDALUSI CLUB DMC Tour operador receptivo en toda España & Norte de África Business Travel Designer, Incentives & Meetings, Pilgrimages, Lifestyle, Unique Experiences, Congresses. Voyages incentives et team building sur mesure pour entreprises en Espagne et au Nord de l

Prestataire aléatoire

ANDALUSI CLUB DMC Tour operador receptivo en toda ...
Special Discount on White LED Dance Floors in July and August

Promotion aléatoire

Special Discount on White LED Dance Floors in ...
Do Trade Shows Still Have Value?

Actualité aléatoire

Do Trade Shows Still Have Value? ...

Málaga Convention Bureau Member MPI Member, Meeting Professionals International CO2 Neutral Website Exhibiting at EIBTM, global event for meetings and incentives IMEX 2015 – Frankfurt 19-21 May. The essential worldwide exhibition for incentive travel, meetings and events ICCA Iberian Chapter