At RCG Workgroup, we advocate that sales teams should follow an organized process in order to function at peak performance. To optimize the delivery of our customized sales training, we adhere to the ADDIE model of instructional design. This process enables us to effectively work with sales management to align our sales training programs to improve business strategy and sales performance.
How Does the ADDIE Model Work?
The ADDIE model is a five-stage methodology that stands for Analysis, Design, Development, Implementation, and Evaluation. The model places a heavy emphasis on improving the process and confirming the learning objectives after each iteration of the model. Here are the five stages of the ADDIE model and what you should expect from RCG Workgroup during the implementation of each phase:
Analysis
Before we design a sales training program for your organization, we first meet with sales management and undertake a formal analysis to define the needs and requirements of their sales team. In this stage we address the “who, what, where, when, why, and how” in order to gain a better understanding of your sales team and how well it adheres to your defined sales process. We then determine what adjustments need to be made to your employees’ sales behavior and/or to your company’s sales process.
Design
After we define your needs and expectations, we begin envisioning what the scope and look of the sales training will be. This stage will include the creation of the strategy, structure, and duration of the course. In the Design phase, we solicit your input to understand what learning strategies will work best for your sales team based on your company’s corporate culture.
Development
Once the design of your sales training has been conceptualized, we can begin developing the training course itself based on the ideas approved in the design stage. It is in this stage that we will complete the presentation deck for the sales training and submit it to you for review and approval in advance of delivery.
Implementation
In the Implementation phase, we deliver the sales training and animate its content to your sales team. We typically design our training decks to be content rich to be usable as a ready-reference that we provide your sales team members as a customized leave behind that is specific to your organization’s sales process. We also hold participants accountable to garnering three specific takeaways from each training that they can immediately begin using in their daily sales efforts.
Evaluation
At RCG Workgroup we employ a 30-day, 60-day and 90-day follow-up with every sales training we deliver to Evaluate the efficacy of our content and the adherence to the KPI’s that management agreed to measure. Too often sales training is a one-and-done endeavor and the trainer never circles back with the client to see how effective their presentation was in improving sales performance. At RCG Workgroup we hold ourselves accountable to your success. Although we cannot guarantee results, by staying engaged and involved with you after the delivery of our sales training, we help ensure a higher level of success than if we did not hold you and your sales team accountable for implementing what they learned.
Speak with RCG Workgroup for More Information
If your organization is looking to improve its sales approach and win more business, the team at RCG Workgroup is ready to assist you. Our experienced sales trainers will help you plan and execute each step of the ADDIE model to help your employees learn new skills and reinforce old ones to optimize their sales performance. For more information about the ADDIE model, or to get started, contact RCG by phone at (703) 939.9773 or schedule a consultation online today.
