TRAINING? CONSULTING? RESULTING?
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 on the most effective way to help our clients achieve their desired results, 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 for our clients.
We believe that the best way to do this is to know exactly what they expect from their investments and then to be bold (and honest) enough to explain that "there are no guarantees, training alone can change results."
Getting closer to that certainty of guarantee, can only be achieved when full management support is given to coaching and follow-up interventions. That is why Resultants must work at a deeper level, to know if the culture of post training in the company can support interventions towards ROI.
Over many years in the training business, we have often been saddened to see little post-course embedding of learning in the company.
We recognise the need for management accountability regarding coaching and linkage to ROI form training.
Training 'events' forced upon participants, without any agreed benefits, simply failed.
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 realistic aim of achieving new results from new behaviour. By leveraging knowledge and practice of neuroscience and behaviour change we inspire and build the confidence to change results.
By chunking down from the over-arching goals of business KPIs, a resultant is able to focus on helping learners improve tactical skills, which are more tangibly linked to business life and which ultimately lead to achieving the bigger picture of the corporate purpose. By drawing on experience professionals own stories we facilitate the 'development' of talent within organisations.
what resultants do
Every manager and employee knows that “If you can’t measure it, you can’t manage it.” (Peter Drucker)
Simply measuring the sales figures after a training delivery is not accurate enough. There are so many other factors which 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 activities (behaviours)? Sales activities are the the only thing that can be directed and managed, thus making them a matter of accountability.
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 business 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, be able to read a customer’s annual report or increase customer facing time by X%.”
It is these behaviours which become the KPIs for the training.
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.
Results speak for themselves
"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!”