During the Assess phase, we work with your key executives to align course content with your company’s vision, mission, and strategies.  During this one- to two-day process, our sales performance consultants spend time observing your sales team’s sales behaviors and evaluating processes and procedures, as well as meeting with key members of your sales team to understand best practices and identify performance gaps.  This process allows RBI to deliver a fully integrated solution with customized role-plays and case studies.

Concept mastery is completed via distance learning in the Learn phase offering participants with limited time for training the opportunity to acquire basic skills and knowledge on their own.

• Learners are required to complete focused and highly engaging application exercises.
  
  
• Sales managers are encouraged to actively participate during the pre-work phase and are provided with coaching tools needed to ensure learner success.
  
  
• Knowledge and skills developed throughout this phase provide the foundation for the experiential learning that occurs during the face-to-face workshop.

Upon completing their pre-work, individuals participate in the face-to-face portion of the program at RBI’s state-of-the-art Sales Lab. Our Sales Lab was designed specifically for behavioral learning and consists of five uniquely designed, realistic office settings, a “smart” conference room, an editing room, and control room with one-way mirrors for monitoring interactions.  It features digital robotic cameras for capturing interactions, plasma displays for providing immediate replay and feedback, and distance learning and videoconferencing capabilities.

During the Perform phase, participants:

• Interact in sales calls in a variety of situations using customized role-plays that depict realistic sales situations. Sales managers are encouraged to attend, and to participate in role-play and group feedback discussions.
  
  
• Gain instant feedback from RBI’s sales coaches (at a ratio of 3 to 1), who coach participants on sales performance behaviors, identify their sales strengths, and provide opportunities to develop areas in need of improvement.
  
  
• Benefit from one-on-one advisement from an RBI assessor and complete a Behavioral Action Plan, which becomes an integral part of the 21, 60 and 90 day measure components.
  
  
• Receive a personalized DVD containing all their role-plays for review with their managers for continued learning and reinforcement.

Changing behaviors is a process and so, in addition to the distance learning pre-work and the workshop, RBI’s approach includes post-workshop field work. Upon returning to the field, participants are required to meet with their sales managers and implement their Behavioral Action Plans. Participants also receive access to an online learning community and are invited to take part in ongoing sharing of best practices and challenges via discussion board. In addition, participants and their managers are required to provide feedback at 21, 60 and 90 day intervals.