Focus Supplement 2 - Summer 2017 - 21

FEATURESTORY

woman and then fell in love with her. He
treated her as a real woman and she came to
life. is notion that the one person can
transform another by the way they treat him or
her was the inspiration for George Bernard
Shaw's "Pygmalion," which was the model for
the musical "My Fair Lady." Express your belief
and expectation in someone and they will
respond by fulfilling that belief. Conversely, if
you signal that you don't believe in them, they
will fulfill that belief as well.
Applying the story of Pygmalion to Steve
and Nicole that people respond the way they
are treated, we see that Steve will respond to the
way he perceives he is being treated by Nicole.
e extent of Steve's belief that Nicole genuinely
wants him to be successful and that she believes
in his success will determine whether or not he
actually achieves that success.
"ere is a great deal of research to suggest
that peer influence is far more effective in
creating sustainable change and performance
than traditional methods such as contests and
target incentives," says Mimms.

Express your belief and
expectation in someone and they
will respond by fulfilling that belief.
"Strong FBTs are uniquely qualified to
accelerate team impact and performance.  e
best FBTs don't just rely on their positional
authority as the designated trainer to set them
apart," Mimms continued. "ey are
exceptional in building relational authority
given to them by the people they work with.  It's
this latter authority earned through unfettered
competence and selflessness towards others
that make them a force-multiplier and catalyst
to strong performance."
As directors, managers, and mentors of fieldbased trainers, we have the opportunity and
responsibility to empower FBTs with these 4
simple things. In doing so, we'll ensure that
they have the "Rock," "Paper" and "Scissors"
they need to influence behavioral change that
sticks. ■

Jill Fenton is president of Quantum Learning. Email Jill at Jill@quantumlearninginc.com.

FOCUS | Field Sales Training 2017 | www.L-TEN.org

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http://www.L-TEN.org

Table of Contents for the Digital Edition of Focus Supplement 2 - Summer 2017

LTEN Focus on Training Magazine
Opening Statement: A Thank You Letter to Field Trainers
Table of Contents
Directions: Unsung Heroes!
Guest Editor: Striking a Balance
Front of the Room: The Privilege of Field Trainers
Perspectives: Building Your Bench
The 46th LTEN Annual Conference: Supporting Field Trainers
Supporting & Cultivating the Field
Rock, Paper, Scissors: Ensuring Success
Bayer's Evolving Development for Field Sales Trainers
Amping Up the Role of Field Sales Trainers
Influence & Impact Others
The Missing Ingredient for Field Skills Trainer Programs
The Evolving Role of the Field Trainer
Ad Index
Focus Contacts
Focus Supplement 2 - Summer 2017 - Intro
Focus Supplement 2 - Summer 2017 - LTEN Focus on Training Magazine
Focus Supplement 2 - Summer 2017 - Cover2
Focus Supplement 2 - Summer 2017 - Opening Statement: A Thank You Letter to Field Trainers
Focus Supplement 2 - Summer 2017 - 4
Focus Supplement 2 - Summer 2017 - Table of Contents
Focus Supplement 2 - Summer 2017 - 6
Focus Supplement 2 - Summer 2017 - Directions: Unsung Heroes!
Focus Supplement 2 - Summer 2017 - 8
Focus Supplement 2 - Summer 2017 - Guest Editor: Striking a Balance
Focus Supplement 2 - Summer 2017 - 10
Focus Supplement 2 - Summer 2017 - Front of the Room: The Privilege of Field Trainers
Focus Supplement 2 - Summer 2017 - 12
Focus Supplement 2 - Summer 2017 - Perspectives: Building Your Bench
Focus Supplement 2 - Summer 2017 - The 46th LTEN Annual Conference: Supporting Field Trainers
Focus Supplement 2 - Summer 2017 - 15
Focus Supplement 2 - Summer 2017 - Supporting & Cultivating the Field
Focus Supplement 2 - Summer 2017 - 17
Focus Supplement 2 - Summer 2017 - Rock, Paper, Scissors: Ensuring Success
Focus Supplement 2 - Summer 2017 - 19
Focus Supplement 2 - Summer 2017 - 20
Focus Supplement 2 - Summer 2017 - 21
Focus Supplement 2 - Summer 2017 - 22
Focus Supplement 2 - Summer 2017 - Bayer's Evolving Development for Field Sales Trainers
Focus Supplement 2 - Summer 2017 - 24
Focus Supplement 2 - Summer 2017 - 25
Focus Supplement 2 - Summer 2017 - 26
Focus Supplement 2 - Summer 2017 - 27
Focus Supplement 2 - Summer 2017 - Amping Up the Role of Field Sales Trainers
Focus Supplement 2 - Summer 2017 - 29
Focus Supplement 2 - Summer 2017 - 30
Focus Supplement 2 - Summer 2017 - 31
Focus Supplement 2 - Summer 2017 - Influence & Impact Others
Focus Supplement 2 - Summer 2017 - 33
Focus Supplement 2 - Summer 2017 - The Missing Ingredient for Field Skills Trainer Programs
Focus Supplement 2 - Summer 2017 - 35
Focus Supplement 2 - Summer 2017 - 36
Focus Supplement 2 - Summer 2017 - The Evolving Role of the Field Trainer
Focus Supplement 2 - Summer 2017 - 38
Focus Supplement 2 - Summer 2017 - 39
Focus Supplement 2 - Summer 2017 - Ad Index
Focus Supplement 2 - Summer 2017 - Focus Contacts
Focus Supplement 2 - Summer 2017 - Cover4
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