Gordons Favorite 2WIN! Moment
Happy VP

 Gordon Amidon
2WIN! Global Sales Representative
My Favorite 2WIN! Moment

I work with new and prospective clients every day. In helping them define and plan their training program, we all need to remember to focus on the goal, not the event. Training is a means to an end, and the goal for our clients is simple – win more business. So yes, I’m always pleased to hear how much people enjoy our training, but I’m always listening for that feedback that proves that we’re meeting the goals of our customers. Like the customer in Canada whose win ratio went from 55% to 75% by implementing both our training and our continuous improvement programs. That’s how we know that our work has real impact. Or the U.S. customer that was initially worried about training costs in time and expense. They won two deals worth $600,000 in initial software licenses shortly after the training, reversing a trend of losing to their most aggressive competitor.

It’s the win ratios and numbers our customers tell me about that proves the effectiveness of what we do. But it is still great to hear from workshop attendees about how much they valued the training.

Perhaps my favorite quote comes from the Vice President of Operations for a European sales organization. I treasure this quote for two reasons: First, Vice Presidents are notoriously hard to please. They come into training sessions skeptical about content and concerned that valuable time is being wasted. Second, this statement was made by the VP in class at the conclusion of the workshop he had just attended. I believe that participants need to hear accolades and support from their own management teams. Participants may like the training, but if management doesn’t enthusiastically get behind it, behaviors won’t change and we won’t see results like those quoted here. Here’s what he said, “In over 20 years of technology experience, and having personally attended over 200 days of  training, this is the best training I've ever seen, by a wide margin.”

You can bet that his team left the room determined to put the training to good use.