Sales Progress
11514 N. Port Washington Road, Mequon
Industry: Training and development
Innovation: Progress Coaching System
Sales Progress, a Mequon-based training and development firm, has developed innovative systems to improve the sales performance of their clients.
The company designed the Progress Coaching System to help organizations identify their strengths and improve their weaknesses.
“It is an innovated system that can reinforce training allowing managers to coach,” said Sales Progress president Tim Hagen.
The Progress Coaching system can be broken down into four steps: assessment, coaching, learning tracks and measurement helping managers train their employees more efficiently.
The assessment phase uses one-on-one interviews between employer and employee to lay the groundwork for communication.
The coaching phase addresses the strength and weaknesses revealed in the interviews. Managers are taught how to assess improvement in behavioral tendencies, knowledge gaps, and creative deficiencies. Managers are then taught how to deal with each specific area.
Learning tracks involve many activities that allow managers to address revealed issues among employees. Role playing a possible scenario can teach an employee the correct way to act in a certain situation.
The measurement phase determines the program’s success based on answers revealed in surveys provided to internal and external customers.
Sales Progress also developed the Coaching Generator System based on the concept of “work integrated training.” Lessons are electronically sent to managers and sales representatives to complete.
The Sales Scoreboard is another Sales Progress innovation, which allows managers to survey their representatives and then present the results visually to determine positive and negative trends within their team. Utilizing this system, communication between managers and sales representatives is enhanced.
“We are the only firm in the county that has built a training reinforcement software system that allows managers to coach their employees according to what they are actually experiencing,” said Hagen.
