THE TRANSITION FRAMEWORK
Make Your Transition a Success
THE TRANSITION DILEMMA
Scientific studies show that after 1 month 44% of the new knowledge is already lost again – after 90 days even 84%. For this reason, it is extremely important to implement a PROCEDURE that makes sure that the new techniques and behavioral patterns become second nature and are continuously incorporated into the daily business.
That is why we have developed the KATA LEADERSHIP AND TRANISITION FRAMEWORK in order to have the CHANGE PROCESS become a success and not to lose the investment made – the biggest risk and a typical problem when implementating new sales competences and behaviours through sales trainings.
The Components of the Sales Transition Framework
1. LEADERSHIP & COACHING MODEL
The KATA Leadership and Coaching Model© is based on the 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 provide a consistent coaching process as well as to systematically drive the re-qualification towards the new SKILL SETS.
2. ONLINE SALES ACADEMY
The Sales Excellence Academy© is a 24/7 E-Learning Platform.
The system includes all the conversation and messaging tools and helps salespeople to build up the new skills through continuous repetition and reinforcment of the concepts in order to take their competences to a next level.
3. SALES ENABLEMENT
The Plug-and-Sell Sales Enablement© allows all sellers access to a company-owned data-base providing well designed SALES KITS.
This concept accelerates the worldwide transition process, helps to reduce the ramp up time for new team members and enables the management to harmonize the sales approaches throughout the entire sales organization globally.
