Yes, we do provide organisational consulting services, and we do deliver experiential training … However, these are simply skills which allow us to perform our work as Resultants™.
As Resultants, our primary focus is helping our clients achieve their desired results, and we do this by inspiring the people who work for them.
Ever since we left our jobs in business and entered the world of corporate training and development, we have been dedicated to achieving a high Return On Investment (ROI) for our clients.
We believe that the best way to do this is to know what they expect from their investments and then to be bold (and honest) enough to explain, “There are no guarantees that training alone can change results.”
Another truth we share is that when full management support is given to coaching and follow-up interventions, we get far closer to that guarantee.
Management buy-in is crucial.
That is why we – as Resultants – work at a deeper level, to assess whether the culture within the organisation can support the training interventions and therefore deliver ROI. If employees receive training and are fired up to go back to their role and implement what they have learned, but find their manager has little or no idea about what they have been taught, the likelihood of slipping back into old ways of doing things is incredibly high. The training is deemed to be unsuccessful, and the initiative ends there.
The picture can look vastly different if everyone in the organisation is working to a common goal.
It was because of this that we decided to choose the job title which reflects more about WHY we do the work we do. Resultant™ is more that a job title, it is our purpose.
A consultant advises; a trainer delivers training; a facilitator makes learning easy.
A Resultant™ plans, designs and delivers every intervention with the real aim of achieving results from new behaviour. By leveraging knowledge and practice of neuroscience and behaviour change, we inspire and build the confidence to transform results.
By chunking down from the over-arching goals of business KPIs, a resultant can focus on helping learners improve tactical skills, which are tangibly linked to business life. And which ultimately lead to achieving the bigger picture of the corporate purpose. By drawing on our own experience, we facilitate the development of talent within organisations.
Every manager and employee knows that “if you can’t measure it, you can’t manage it.” (Peter Drucker)
Only measuring the sales figures post training delivery is not accurate enough. There are so many other factors that can affect these vital numbers, thereby making the direct link to sales training far too simplistic. Has the market crashed or is it booming? Are competitors dumping prices? What about oil prices and the threat of war? The list is endless.
Instead of looking at business results, why not measure sales behaviours? Sales activities are the only thing that can be directed and managed, thus making them a matter of accountability.
Is it the manager’s job or HR’s job?
Before the training begins, a Resultant sits down with the sales and business managers who are ultimately accountable for the organisation’s results.
We ask them, “to get the business results you need, which sales objectives do you need to achieve?” They typically have a list of KPIs, such as, “increase market share by X%” or “retain Z new accounts per seller.”
We then ask, “To meet these sales objectives, in which sales behaviours do sales professionals need to engage?” The list might contain, “accurately qualify prospects, and be able to read a customer’s annual report or increase customer facing time by X%.”
It is these behaviours that become the KPIs for the training.
And in partnership with the HR team, we are then able to formulate a plan of action, which enhances and ensures quality coaching and feedback as part of the development process.
“The Experience UK team designed and facilitated training for 450 employees and managers training. These interventions were directly responsible for taking MIA from #39 in the world to #1 in Europe and #5 in the world for customer service.
(Peter Bolech CEO, Malta International Airport)
“The event gave us an opportunity to start interacting across all parts of IBM and discuss how we can take the cross-brand solutions to market as a team”
“It clearly helped us to map our goals onto roadmaps to achieving them. It was great to see the contribution expected from the various regions. I also enjoyed the networking was very positive as we got to discuss how similar problems are tackled in different countries and Business units”.
“Great camaraderie and positive energy from the whole team. Excellent open conversations!”