SOURCE: Communispond, Inc.

Communispond

July 08, 2015 06:00 ET

Communispond Introduces the 'Not Dot' in Their New Sales Training Program: Momentum Selling for Salesforce.com® Users

ROCHESTER, NY and EAST HAMPTON, NY--(Marketwired - July 08, 2015) - According to the Kaizen Institute, kaizen is the practice of continuous improvement. Since 1986, when it was introduced to the U.S. by Masaaki Imai in his book Kaizen: The Key to Japan’s Competitive Success, it has revolutionized a number of industries, both in the manufacturing and service sectors. Kaizen -- which combines the Japanese words “kai” (change) and “zen” (good) and means “change for the better” -- is more than a technique. For many, it serves almost as a philosophy. It empowers organization’s employees to seek process improvement all the time. In general, both service and product quality in the U.S. are better now than they were in 1986, and it’s not too far-fetched to attribute some of that change to kaizen.

I have been thinking lately about kaizen because of a new technique we introduced in Momentum Selling for Salesforce.com® Users. The interesting thing about training as a process is that you can empower more than the workers to seek improvement. You can empower the product itself. In the broadest sense, the product of a training process is the educated learner, and that’s what I mean when I use the word “product” here.

Our goal was to create a technique for improving the training process on the fly. We weren’t making a conscious effort to implement kaizen when we introduced the ‘Not Dot’, but the result looks a lot like change for the better.

Here’s how it works. At the beginning of the two-day session, the trainer distributes ‘Not Dot’ cards, one to each learner. The ‘Not Dot’ has the word “Not!” in large characters on a red field. While the trainer distributes the cards, she explains their use: “Throughout this course, raise your ‘Not Dot’ when you don’t feel that something is believable, helpful, or is ultimately going to help you grow your sales and we’ll stop and talk about it.”

Learners can often be shy about questioning course content, because they assume they are alone in their questioning and don’t want to appear dense in front of others. But the ‘Not Dot’, with its bright red color, and the playfulness with which we encourage instructors to introduce it, turns questions into more of a game than an exercise in defiance.

Here’s one of the best aspects of the ‘Not Dot’. We’ve gotten rid of the Comment Card at the end of the class. If a participant is questioning something the instructor is saying, then why wait until the end of the class to make a comment about it? We encourage participants to voice any concerns, questions, or comments throughout the two-day class, and the ‘Not Dot’ makes it easy and fun to do so. It also lets us make real-time improvements in the classroom process. If you’ve ever been in a training session and wanted an easy way to stop the class in its tracks, the ‘Not Dot’ is even better than kaizen.

More information can be found at www.momentumselling.com.

About Communispond

Since 1969, Communispond has helped more than 700,000 professionals worldwide improve their professional skills for sales, management, organizational effectiveness, and media appearances. Every Communispond program is designed to teach proven, practical skills that can be used immediately. For more information, please visit www.communispond.com and connect with Communispond on LinkedIn and Twitter (@communispond).

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