Hotel Marketing Coach

Neil L. Salerno, CHME, CHA

Professional Coaching

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Training and Coaching

Many people, including some sales trainers, believe that learning takes place in the training classroom. Don’t believe it. The important task that takes place in the classroom is the introduction of new ideas which create interest in and peak curiosity for improving sales performance. Real learning, only begins after people leave the classroom and put the new ideas into actual practice.

Because of this, most of those great sales ideas, introduced during training, never get put into practice; never become a daily work habit. The fact is that more than 90% of the material covered during a training class is forgotten and/or put aside within 48 hours after the class ends. The training classroom is the perfect medium to discuss new ideas, but learning takes place only after the class ends.

A Coach Provides the Stimulus to Learn

A coach provides both the needed stimulus to explore and practice new sales material and consistent correction and praise support until that material becomes a daily work habit. Once learned and put into practice, these habits will last a lifetime.

The coach/mentor facilitates the learning process, creating an atmosphere and procedures which maximize the results from training. During the coaching process, people are stimulated and encouraged to learn and use the material covered during training.

Get Everyone Flying Together!

The Biggest Misconception in Sales Training

Simply attending a training program does not, in itself, improve individual performance; we wish it did. The real learning process begins with the actual use of new material; yet this is the area where many training programs fall flat. Bridging the gap between the training classroom and forming new sales habits is the purpose of a good coaching program.

Most trainers, along with the people who hire them, suffer the frustration of watching people return to their same old habits after the excitement of the training class ends. Although many people will grab hold of an idea, during training, determined to put it into practice, only to cast it aside when they return to their daily job routine. Few people can remain self-motivated long enough to over-ride old habits to learn new material.

Is Your Team Being Held-Back From Reaching it's Potential?

People learn through a process of trial and error. In training terms, correction and praise. Coaching can provide the stimulus to get people to put new techniques into practice. Coaching provides a connection between the training classroom and daily practice of new material and ideas. It serves to correct, when one is going off-track, followed by praise, when one is on-the-right-track. This is the best possible way to learn.

Unless reinforced by praise, correction simply causes confusion and discourages positive action for fear of getting more criticism; the normal reaction is to do less to avoid further negativity.

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