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Group A:
Those who “Get It” – they understand the new concepts and are eager,
comfortable and confident to put the new ideas into practice right away.
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Group B:
Those who understand the new ideas – but aren’t yet entirely comfortable
to apply things right away. They want to
see success with their peers before they try on their own.
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Group F:
Those who say something like, “I’ve been selling/doing demos for 20
years and you can’t tell me how to
sell/demo…!”
For many methodology training outcomes, Group A represents about
30% of the total, Group B 40%, and Group F the remaining 30%. What can be done to improve adoption?
Group A – simply needs to feel good about what they are
doing. They need positive feedback on
the changes they’ve made and obstacles removed that might impede their
progress.
Group F – well, voluntary or involuntary attrition will take
care of them…!
Group B – here’s the biggest opportunity! They need to see success stories from their
peers as one mechanism, so that they are more comfortable to try out the new
ideas. They also need to gently (but
firmly!) be pushed to adopt the new habits.
Periodic manager coaching helps with this – but what if there were a way
to enable coaching and guidance to take place with every important interaction?
I’m very pleased to note that FactorLab offers a really
elegant solution called GROW (www.FactorLab.com
– “Making Success a Habit” – what a great line!). After each interaction (or demo, in the case
of Great Demo!), team members simply tap answers to a few quick coaching
questions in an App. While subtle, these
actions help to reinforce the key ideas of a methodology and build desired
habits.
For example, in the case of Great Demo!, the GROW App asks
if the Situation Slide was complete (really key, correct?), did the demo start
with the Illustration, and a few other important ideas.
Participants can use the App to coach themselves and/or ask
for help from their managers – what a delight!
Check it out at www.FactorLab.com.
[Note: in the case of
Great Demo! Workshops, customers report that Group A is often larger than
expected – and Group F can be very small!].
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