Rationale Behind Targeted Learning
How common is it in organizations for an executive to be up on a stage at a sales rally and make a commitment to achieve success with a product? But ask the same executive how ready the sales team is to meet the challenge of selling that product, and you will receive vague responses.An organization's common approach in such situations is to resort to "blanket training"that is, train the entire sales force on a specific product or technology and hope that everyone on the team will be ready to meet the sales objectives. However, a blanket training approach might be a waste of resources in regions with different levels of market need or readiness. Besides, a blanket approach could lead to overtraining in some areas and undertraining in others. What if the productivity bottleneck in the case of an individual is not so much product knowledge, but more interpersonal skills? By offering training that is not individualized to the needs of a salesperson, the organization risks allocating training dollars toward developing a salesperson on unnecessary skill sets.The alternative to blanket training is targeted learning. Targeted learning means developing people based on their specific skill needs for their current performance objective. Cisco has accomplished targeted learning through MyDevelopment with individualized targeted learning plans for the sales force to strengthen their intended skill areas.Targeted learning is about having management's finger on the pulse of sales force readiness. If management can determine how well each salesperson measures up against what he needs to know to be successful, they can intelligently recommend individualized programs for sales readiness. |
لطفا منتظر باشید ...
