According to Those Card Folks (2012):
- 48% of sales people never follow up with a prospect
- 25% of sales people make a second contact and stop
- 12% of sales people make more than three contacts
Similarly, following-up with employees after health and safety training is vital tofostering an accident-free environment because it allows us to identify areas of the training process that may be deficient, it provides an opportunity for us to
address employees’ needs, it helps us to determine when retraining may be necessary, and it permits us to continuously improve our program/process.
Following-up with employees after training can be in the form of post-training
discussions, job assignments, job observations or performance feedback (Bird,
Jr. and Germain, 1996).
Analogous to selling:
- 2% of sales are made on the first contact
- 3% of sales are made on the second contact
- 5% of sales are made on the third contact
- 10% of sales are made on the fourth contact
- 80% of sales are made on the fifth to twelfth contact
Follow-ups and continuous improvement afford us as leaders to influence our employees’ thinking and thus,change their behaviours to contribute to a safe workplace environment.