The current training methods
Traditional training is mostly content driven and therefore learners struggle to truly understand it well enough to transfer to their job. Although this content can be great information, the problem is that the learner has too much information to absorb, too little time to practice it and little or no support once they are back on the job trying to apply what they have learned. Through our innovative Diamond Blueprint™ system, we drive sales performance and results by combining the researched-based methods of expert performers with superior selling skills.
What is the Diamond Blueprint™ ?
The Diamond Blueprint is a strategic roadmap of how a sales professional or sales business can improve performance to a high level which we refer to as “superior performance.” This process is simple but it’s not easy. Extensive research has shown that “experts” acquire their superior performance skills over time (actually an average of 10,000 or 10 years. (Ericsson, 2006) A unique form of practice called Deliberate Practice (DP) has been found to be the most observable determinant of which superior performance is acquired.
How does it work?
The DB incorporates these superior performance principles with the essentials of effective selling in order to improve your sales performance to a superior level. The process starts by identifying knowledge requirements in order to improve performance to a desired level. We provide “targeted” and relevant learning interventions to close those knowledge gaps. Our curriculum is created using the patented Performance-Based Learning™ (PBL) method. PBL is training that is based on the performance requirements of the learner/group. PBL is learner friendly allowing for maximum practice opportunities in a controlled environment. PBL also provides the learner with immediate and correct feedback from the coach (facilitator and performance plan designer.) When knowledge gaps are closed, the learner will be evaluated by a skill assessment. The skill assessment will produce a performance development plan (PDP) which will include specific performance areas of development.
Each performance goal is broken down into smaller aspects which are the components that are deliberately practiced in the laboratory (classroom) and on the job. In order to drive superior performance, learners must engage in DP on a daily basis. Therefore, a “training event” in its traditional definition is not a driver of superior performance. At SD&P, we prefer the term “development” because it implies a more systematic approach to learning and performance. We drive sales professional’s performance by creating an intentionality of development in their daily work and development time. Over time, the performer will develop self-monitoring skills which allow them to self evaluate themselves during and after a performance experience. We refer to this ability as “integrated controls.”
Summary
The Diamond Blueprint™ is a development guide on improving performance to a superior level…
1. Learners receive personalized performance goals which are carefully designed by their expert coach/advisor after an analysis. A development plan is provided on targeted knowledge and skill gap areas.
2. Performance goals are broken down into smaller chunks so they can be practiced repetitively using Deliberate Practice. During the development process (learning and DP, it is critical that the learner receives correct and immediate feedback from the coach/advisor.) As the performer engages in DP, their performance will improve to a measurable result.
3. Over time, the performer will develop self controls that allow for automaticy of controls which drives improved performance. The DB system is designed to provide clarity to this development process thereby mediating improved performance and ultimately, superior performance.
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