More...Better

February 24, 2015

By Frank Costantino, Managing Partner

 

Information we receive through traditional training events are quickly forgotten, without the discipline of a continuous improvement process.  By extending the learning process you can actually change and improve the way people think, work, interact and create positive habits.  Enabling this learning process extends the value your team brings to themselves and to your organization, indefinitely.

 

                 “We are what we repeatedly do.  Excellence, then, is not an act, but a habit”.  –Aristotle

 

Perhaps the best example of describing the learning process is to refer to learning as building our “muscle memory” - consolidating a specific motor task into memory through repetition.

We all use muscle memory techniques in our everyday life. Whether it is riding a bicycle, typing on a keyboard or entering a common password, we have taught our muscles to carry out these commands without putting much thought into them. It takes a great deal of practice and repetition for a task to be completed on a strictly subconscious level. For professional sports players it may take hundreds of hours of practice and repeated shots for the brain and muscles to perform at a world class level. 

 

How does this happen?  There are three stages in the motor learning process:

 

  • Cognitive Stage - The cognitive stage begins when the learner is first introduced to the motor task. This is where the early identification and understanding of the skill is to be learned. Individuals focus on how to do the skill rather than actually practicing it. This is achieved by watching, thinking, analyzing and visualizing.

 

  • Associative Stage - The associative stage is where the practice of the skill begins. The learner may not be able to perform the skill with a high level but they have an understanding of how it is done.

 

  • Autonomous Stage - The autonomous stage is characterized by executing the skill automatically with no conscious thought. The individual can perform the skill fluently and instinctively.

 

Fortunately, the argument that sales is all about relationships and people has gone the way of the 8-track tape.  Sales-- professional, sustainable sales, are only achieved, as stated above, by adopting and perfecting a process.   At Butler Street, going beyond the “event” is common practice.  Our “Continuous Improvement Series” is a system of reinforcing activities focused very specifically on creating a platform to get better at what we do.  This is learning and adopting processes and methodologies to the extent that your company gains a competitive advantage in the marketplace.  To accomplish this distinction, you must be committed to continuous improvement. 

 

  • Clearly defined goals and objectives.

  • Clearly defined roles and identified responsibilities.

  • A genuine desire and commitment to succeed.

  • Methods to measure and monitor results.

  • Fast and effective GAP resolution.

  • Efficient and effective systems.

  • Effective plans to develop knowledge, skills and competencies.

 

Contact us and let’s drive continuous improvement and competitive advantage for you and your team.

 

 

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