Frequently Asked Questions - DVR Learning

Frequently Asked Questions

I want to provide sales training to my staff, but my people are at all different levels.   How do I accommodate this situation?

There are a few considerations and different ways to approach this.  Consider using the DVR Learning Skills and Knowledge Assessment to pinpoint the exact training needs of your group and individuals.  This will help you prioritize needs based on the topics that are universal to the group.  Then, you can address individual needs by providing e-learning and coaching.  Our Essential Sales and Service Skill Builder Curriculum is a terrific tool to accommodate this.  Consider allowing salespeople to “test” out of modules where they have demonstrated proficiency.

After we conduct a comprehensive training curriculum, how do I reinforce it long-term?

This is a very important question.  Reinforcement starts in the training curriculum.  All of our programs have built in coaching and reinforcement activities to ensure that behaviors are supported on the job.  Then, after the “core” curriculum is completed, we offer ongoing coaching and reinforcement activities to recognize and support desired behaviors.   These include ideas for coaching individuals as well as a library of meeting agendas that include a variety of activities to support skills.  We also offer e-learning review modules as a means of reinforcing skills.  See Training and Performance Management.

Can you REALLY measure soft skills?

Yes.  We start by identifying the specific outcomes that you need to affect through training.  This becomes our laser focus as we design and deliver the other elements of your program.  We measure four specific areas relating to performance behaviors including; reaction (did they find training useful and applicable?), learning (did they learn what they were supposed to?), application (are they applying the skills appropriately on the job?) and then impact (what difference did the training intervention make).  Your DVR advisor will develop an evaluation strategy plan that will outline the details of your program’s measures and evaluation criteria.

How are your e-learning programs hosted?  Can I host them on my LMS?

There are two options for hosting our e-learning modules.  Our Essential Sales Skills Curriculum is hosted on our servers and is web-based.  This is facilitated through our on-line performance management software called DVR Impact.  Some modules are available for deployment on your organization’s LMS.  Contact your DVR advisor for further details.

What do your assessments measure?

We offer several different assessments that are used for different purposes.  The assessment that you choose depends on what you need to measure.  For instance, our Strengths and Key Motivators assessments measure passions to align salespeople to jobs that are most appropriate to their gifts.  Our skills and knowledge assessments measure skills knowledge and attitudes aligned to specific competencies.  Our multi-rater assessments measure traits and is similar to a 360 evaluation where you can assign competencies for peer, manager or customer evaluation.  See detailed descriptions in our Assessments and Evaluation section.

What types of skills and knowledge assessments do you offer?

We have a comprehensive library of skills and knowledge assessments that address most sales, service, leadership and coaching competency.  Please see the complete list in our assessment section.  All of our skills and knowledge assessments are web-based, providing instant access and flexibility.  We also offer our assessment tool as part of our DVR Impact online performance management software.  This enables you to create custom-designed skills and knowledge assessments.  Or, we will custom-design assessments for you.

What kind of results can I expect if my salespeople participate in your ESS Curriculum?

We have incorporated several measures into the ESS Curriculum to ensure that sales performance results are achieved.  While each salesperson and organization is different, we have seen quantifiable sales increases as a result of this program.  We measure increases in sales knowledge through pre and post session skill and knowledge assessment.  With each module, salespeople report results of applying their skills and receive coaching to encourage continued application and refinement.  At the end of the curriculum, we conduct impact analysis where we capture quantifiable measures as a result of using the skills, knowledge and behaviors acquired in the program.

Do I  have to enroll all of my sales staff in the ESS Curriculum, or can I let them participate as needed?

The Essential Sales and Service Curriculum offers tremendous flexibility.  You may choose to launch the program in groups, providing the opportunity for peers and coaches to support each other and share best practices.  Or, you may simply offer the curriculum and allow individuals to complete modules as needed.  This depends on the needs of your group and your organization.  Your DVR advisor will help you decide which approach is best for you.

Why is the Essential Sales & Service Curriculum different from any other sales training program?

The Essential Sales & Service Curriculum is a comprehensive approach to sales performance development offering all of the necessary elements to ensure sales performance outcomes.  This is not a “shot in the arm” program.  Learners begin with an optional assessment to pinpoint their needs and set performance goals.  Learners are assigned a coach throughout the curriculum who provides ongoing support and feedback to ensure that skills are integrated on the job.  Learners participate in e-learning one module at a time and then apply skills and receive coaching through our online coaching tool, peer networking and application exercises.

How long does it take for a salesperson to complete the Essential Sales & Service curriculum?

This varies.  Most salespeople complete the curriculum between 10 months to a year.  This depends on some of the optional support pieces that you may choose.  We recommend that learners start with an introductory session where they meet their coach and other peer learners where appropriate.  This can be conducted live or virtually.  Then, we recommend that learners complete approximately one module per month, allowing them to fully consume and integrate the skills on the job and to allow time for coaching and feedback.

Who are the coaches that provide feedback in the ESS curriculum?  Can I coach my own people or do I have to use your coaches?

Either.  While DVR Learning coaches are some of the best in the business, we highly encourage you to provide coaching as your people participate in the curriculum and we have made it easy for you to do so.  Through our Training & Performance Management Toolkit, DVR Impact, we provide all of the tools that you need including a coaching interface and coaching statements to aid in providing meaningful feedback.  In addition, we provide coaching guides that offer insights and meeting agendas for coaching individual salespeople or your whole group.  We will provide all of the training that you need including how to effectively coach and provide performance feedback.