Impact of Managers on the Transfer of Training
What is the true impact of managers on the transfer of training?
From in depth discussions in our new manager training programs, we have always believed that managers have a big impact on the transfer of training from the workshop to the job. Our recent study of 121 professionals and their managers at a major North American financial services firm amplifies the impact of managers on the transfer of training.
We compared 61 participants average proficiency score across 38 skills who received individual coaching to 47 control group participants who did NOT get individual coaching. The Coached Group scores were nearly 20% higher than those who did not receive coaching from their manager.
Are your managers providing reinforcement coaching for your critical initiatives? It could make a 20% difference in skill adoption.
Each participant was asked for one example of how “coaching conversations with your manager have made a significant difference in a sales situation.” These were verified to include the situation, specific coaching, and results over the last three months.
Our training measurement found that the Coached Group created 2x more new revenue over the same time period as the Control Group.
Are your sales managers coaching their direct reports to help meet revenue targets? It could double your revenue.
Participants in the coached group said their manager “made a significant difference” (72%) compared to “a little difference” (33%) for the non-coached group.
Is it worth a manager’s time to coach? Just ask those who benefit most.
The Bottom Line
Coaching and reinforcement from managers has a significant impact on skill adoption and performance. If you want employees to use new skills and improve their performance, make sure you involve your managers before, during and after your workshops in a way that makes sense. Otherwise, your training investment is most likely nothing more than wishful thinking.
To learn more about how to use coaching to improve the impact of your training initiatives, download The Top Coaching Mistakes – Is What You Learned All Wrong?
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