THE TRANSITION FRAMEWORK
Make Your Transition a Success
THE TRANSITION DILEMMA
Scientific research shows that without follow-up measures, after just one month 44% of the new knowledge is already lost – after 90 days even 84%. To prevent this, it is crucial to implement structured reinforcement processes alongside training programs. These ensure that new techniques and especially behavioral changes become truly second nature and are embedded into daily routines in order to translated into measurable business impact.
For this reason, we have adapted the internationally well-established best-practice methodology for the systematic improvement of processes and capabilities – Toyota’s KATA methodology – to meet the challenge of implementing new sales skills. We have expanded it into a multi-stage TRANSITION FRAMEWORK, centered around a structured, KATA-inspired COACHING MODEL – led by team managers and supported by a 24/7 digital learning platform. This ensures the rapid implementation of new competencies and concepts, while securing a company-wide return on investment.
Elements of the Transition Framework
1. LEADERSHIP & COACHING MODEL
The KATA Leadership and Coaching Model© of CODE I 21 is based on the well known KATA principles of Toyota.
The focus is on a structured IMPROVEMENT PROCESS with a Learning Routine for the mentee and a Leadership Procedure for the coach to ensure a consistent coaching process and to systematically drive re-qualification towards the new SKILL SETS.
2. ONLINE SALES ACADEMY
The CODE I 21 Sales Excellence Academy© is a 24/7 E-Learning Platform.
The system includes all conversation and messaging tools and helps salespeople to develop new skills through continuous repetition and reinforcement of the key concepts enabling them take their competences to the next level.
3. SALES ENABLEMENT
The Plug-and-Sell Sales Enablement© provides all sellers access to a company-owned database offering well designed SALES KITS in order to use them ad hoc and safely without any own conceptual preparatory work.
This concept accelerates the transition process, especially helps to reduce the ramp-up time for new team members and enables management to harmonize and unify sales approaches across the entire sales organization worldwide.
