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Monthly Archives: April 2013

Return On Investment – Practice

by Cameron O. Anderson

Practice Makes Perfect – Part 2: How To Increase The Return On Training Dollars Invested Through Knowledge Retention And Learning Sustainmen

Since corporate training began, Learning and Development professionals have strived to determine the ROI on training programs. While the Reaction level (Kirkpatrick, Evaluating Training Programs, 3rd Edition, 2006) or “smile sheets” administered during or post program are often very positive, the final three levels (Actual Learning, Behavior Change and Business Results) are traditionally more difficult to measure. As you saw in Part 1 of this article, the reinforcement and coaching of what is taught in a training program is frequently left to overworked managers, so the sustainment and ROI of the training is often also low. While good internal coaching definitely has a positive impact on changing behaviors and business results, the consistency of the follow-up coaching is what is being examined around the training world.

So, if coaching is the key to sustainment and internal coaching is often hit or miss, what is the solution? Telephone-based Roleplay!

For 13 years, e-roleplay has been successfully reinforcing training programs for major corporations around the globe, using professional actors who are also certified coaches. The key requirement that our clients have in common is a desire to gauge the results of their training, both quantitative and qualitative. Continue reading

Body Language and Status

By Randy Sabourin

There is some fascinating research about status and body language, which is a topic that has always been included in our Leadership Development and Sales Training Programs. Recent research by Amy Cuddy of the Harvard Business School reveals that taking on “high status” or “power poses”, even when pretending, has a dramatic effect on our neurology. She proves that “fake it till you make it” is indeed a powerful technique. This is a video of her research

If this topic is interesting to you, then this noteworthy article on mirroring should be given a read. Researchers at Stanford showed that a simple mirroring process in a computer-animated sales pitch increased sales by 20%!

Status is a hierarchical concept that is ingrained into our social style. It can be established through body language, words and actions, and it affects whether or not others see us as leaders. This article is a good overview of status and how we can exploit it (in a good way) to help with influence and collaboration.  Enjoy!

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