Home  >  Consulting  >  Sales Consulting  >  Follow-up

Follow-up

In The Resiliency Advantage, author Al Siebert, Ph.D. says that for an adult to truly know he is unable to do something (e.g., memorize a poem, hit a golf ball, adopt a new process), he must make 150 attempts. Siebert goes on to say that most adults quit after three unsuccessful attempts. The lesson is that most of us quit before we give something a chance.

This is why most training fails. Time is not built into the process for failing, and failing is the way adults learn. Without failing, we have the end condition called Failure. In our learning sessions, we push participants past their three tries and support them as they enter the "real world" with our material. There they will experience additional challenges and will come to a crossroads at which they have to decide, "do I revert back to my comfortable, but less successful methods, or do I plow ahead?"

The Berke Group is committed to your organization's success. We help you execute the process change initiated through our learning program and work with your team to ensure successful change management. Our goal is 100% sales organization adoption to generate continuous high sales volume. Our follow-up provides the reinforcement necessary to change individual habits and ultimately your organization's sales culture.