FEATURESTORY Implementation done consistently is key to getting a strong national result. consistently is key to getting a strong national result. Allow me to illustrate for you an example of how you can quickly lose consistency. Let's say you are in the home office training department and want to use field sales trainers to help onboard new hires. Maybe you are utilizing them to coach to improve selling skills for some newer hires. You can train the field trainers how to do that through a formal annual workshop, but without the district manager buy-in and support on the key components of the field program, what you will get is inconsistent onboarding and skill development, which will make your new hire training classes more difficult due to the varying degrees of how one was on-boarded and coached. Getting it right with the district managers to support your program and ensure they utilize the field sales trainer the way you want them to is essential. It's the ingredient that will make it go from a good program that will have to be revised or revamped, to great program that will leave its imprint on the commercial organization for years to come! ■ Glen Drummond is a senior learning & development consultant with G L&D Consulting. Email Glen at gmdrummond26@cogeco.ca. Visit us online at www.L-TEN.org 36 FOCUS | Field Sales Training 2017 | www.L-TEN.orghttp://www.L-TEN.org http://www.L-TEN.org