In what has proven to be an enduring training classic, the book entitled Transfer of Training by Broad and Newstrom (1992) used the above chart to succinctly illustrate the power of the various factors affecting the ultimate successful transfer of training back to the job.
Research indicates that the Manager was both the number 1 and number 3 factors - having the power to prevent any training making it’s way back to the job. Sometimes all it takes is a manager’s comment, a rolling of the eyes, or a sigh. They hold that much power in the lives of their direct reports.
In Dave Arch's book Lead When You Dance, he uses thirty-five years of Sandler Leadership and Management training to demonstrate that the most effective managers consistently deliver on all four of their primary responsibilities:
Supervise
Train
Coach
Mentor
Managers can do the best job of training both from hopefully a credibility standpoint as well as the opportunity to model and coach the behaviors on-the-job.
Consequently, when working with a company, we make managers our priority in any training initiative. We both train and coach them so they can ever more effectively provide leadership to their direct reports - moving beyond reliance on positional authority to an earned authority based on mutual respect and trust.
Click HERE for an audio testimonial from a current client.
Click HERE to register for a complementary series of bi-weekly management tips.
Sandler Leadership and Management Curriculum
The Sandler Selling System® methodology has made a very positive impact on changing the culture of my district sales force as well as our customers. They helped me customize a curriculum that was perfect for our industry in driving change.
Mike Miles
District Manager
LENNOX Industries