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Jared Hamilton
From: Jared Hamilton
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Glenn Pasch

Glenn Pasch Chief Executive Officer

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Why Does Training Stop When Video Ends?

I have been traveling a lot lately to help install new processes for dealers both on a digital side and from a business process perspective. I have run across many of the top trainers video platforms on my trips and dealer employees really do like the daily short videos to get them going. From Driving Sales University, Grant Cardone, Joe Verde, Sean Bradley and now Jim Zieglar, dealers have great information at their fingertips as never before.

Where I have seen some breakdowns is dealer employees not knowing what to do with the information. Once they take the test, once they run through a few quick questions, then it is out to the floor and back into the day to day. 

I have trained thousands of employees in my lifetime. From hospitality, to customer service phone skills to sales, management and now automotive and the thing I have always worked hard on was how to take training and bring it out to the employee's day to day to have the biggest impact and change not only for the business but the employees themselves.

It is not easy, because it takes time and manpower to really implement training so what I would like to hear from everyone is what things are they seeing that takes this training and brings it out from the classroom and into real life. I have my own thoughts but before I share, I would like to hear from you.

What have been your struggles and what have you seen as solutions. I think that if we can help take all of the great trainers information and make it pop off the screen and see teams using it, we all benefit.

What say all of you?

Thanks.

Glenn Pasch is the current CEO of PCG Digital Marketing as well as a writer, National Speaker  and Management Trainer. If you liked this article, please share.

Dennis Galbraith
Glenn, I think you've hit the problem right on the head. For things to catch on within the store on a day-to-day basis, there generally needs to be a critical mass of people buying in. My be training success has been when I get the managers to buy in first, then bring the rest of the team on over a short period of time, hours or days. When the training objectives and techniques become part of the water cooler talk, then you are sure to make progress. One person trying to change their habits with everything around them staying the same and resisting change is huge challenge. Watching the video together and talking about it afterward is something that used to be common 30 years ago. A video was an event, not just a to-do before computers came along. On average I think they had more impact then. Watching them together is still an option today.
Sheila York
Hi Glenn and Dennis, On both the digital side and the business process perspective, 20 Group discussion, process planning, objectives and follow-up are really proven. On the digital side, once you get your metrics, how do you know if you're good? How do you figure out methods to improve? Thanks Dennis, for leading the way in internet marketing 20 groups.
Glenn Pasch
Dennis, I agree but I have seen they all look at the video but rarely do they spend time to see how it relates to their job. I agree it the next step to implement long term success. Thanks for feedback
Jared Hamilton
You bring up some really good points glenn - i totally agree that there is no silver bullet to execution inside the dealership. Training is just the fist step. I think once the training is complete (video, written, inperson or whatever) the dealers have a few options. In the perfect word i like what dennis is describing, where the manager of the department gets in and leads the discussion on the topic, explains how this is expected to be implemented inside the dealership. Thats exactly how it should go in a perfect world, and often times it does go like that. For them the next step is to join an internet 20 group and stay ahead of the curve and manage into the sunset. Some dealerships though, infact I think its by far "most" dealerships, the managers need help implementing because they are being asked to do things they are just being exposed to for the first time. For that I think there is two different options. The first is a middle weight support option. At DrivingSales University we offer performance coaching. In that model we provide an at distance coach to help the dealer execute what they are learning. This includes regular calls, questions and help building out processes... but it does not include in person consulting. Clearly, there is a huge need for in person help. For that we recommend they bring in an expert to help them implement what they are learning. The combination of consulting, where they get a monthly visit from an expert to provide hands on custom consulting along with the daily availability of our online training is a super powerful combination. I think there is something powerful about the combo of consulting plus a learning platform. Call me and we can discuss how we can better work together to serve mutual customers. Blended learning, (in person + online education) is often times the most powerful of all scenarios. (and I learned that in part from dennis!) The thing about the internet 20 groups is it provides HUGE ongoing peer to peer learning that you cannot get anywhere else. I think its a no-brainier to be in a Internet group, regardless of what type of in store training the store executes.
Glenn Pasch
Jared I could not agree more. I see the need for helping them install and reinforce each day until it becomes a habit. I love the performance coaching idea as well as on site. PCG has done both as well and we see great results. I would love to chat about how we can work together to expand on this idea. Dealers need the help of keeping new ideas moving forward because they are being pulled in a million directions. Top athletes have coaches. Many times top leaders do not think they need it but I myself have benefitted from having an executive coach. Love to continue the conversation in a few weeks at DSES.

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