Does this sound familiar? With high expectations, you sent your employees or yourself to a training or personal development program. Six weeks later you're not sure if it was worth the investment. What went wrong?
In an ever-changing business environment, it's important that you and your workforce are prepared to handle whatever happens. Very few people will question that concept - so where's the problem? Why doesn't training seem to work for so many people? Most people are sold on the idea of training but aren't really sure how to make it work for them. Let's take a look at 10 factors that will help you get lasting results from training.
1. Conduct a thorough needs analysis.
Make sure that training is the answer. Conduct a thorough needs analysis first. Often the obvious cause is not the real reason for a deficiency. For example, doing skills-related training when it's not a skill problem won't fix anything long term. It will also harm your credibility with your employees and can lead to lower morale.
2. Don't sign up for the next fad.
OK, you know training is the answer. Get the solution for your needs, not someone else's. Make sure a program will satisfy your specific objectives.
3. Don't sign up for every fad.
Don't change your focus with the seasons. If you didn't get results from the other programs, this year's latest and greatest probably won't work either. Again, analyze what you really need. If the other programs didn't work, ask yourself why. Ask yourself what you would be doing differently starting a new program.
This brings us to...
4. Get support.
If you're looking to change a process or behavior, make sure the ones who count in your organization have signed on for the change. To get lasting results, you need people who will back up the training in their positive words and positive reinforcement of new behaviors or processes.
5. Consider delivery.
Once you decide that training is the appropriate solution, concentrate on how you'll bring it to your organization. Here are some questions you should ask: how it is to be conducted? Lecture, discussion, hands-on? You'll want to make sure training is interactive. People learn by doing. How large will the group be? A larger group makes it difficult for much interaction and can also intimidate people from participating fully. Keep number of participants low, perhaps under 12 -15 people. This way, no one gets lost in the crowd. Everyone can equally benefit.
6. Consider the individual.
If you've decided on an in-house solution and there are will be several sessions, consider mixing people and personalities to create synergy. Remember the whole can be greater than the sum of the parts. Participants learn from each other. Give plenty of opportunities for discussion.
7. Set class times for maximum learning.
Avoid scheduling training for outside of business hours if possible. Remember people don't work in a vacuum. They'll get more out of the program and concentrate better if they're not worried about children, parents, spouses, pets, etc. If necessary split the difference. For example, office hours are 9-5 and the training class is 2 hours: start at 8AM. If you must schedule outside the regular shift, give everyone plenty of notice.
And finally...
8. Open your mind.
Prepare for the class. What is it about? What are the objectives? If you are an attendee, arrive early for the session if possible. Turn off the cell phone and ignore the beeper. Focus your thoughts on the session ahead.
9. Practice makes perfect.
New skills must be used immediately for best on the job retention. Making a habit is like breaking one. Help this process along by following up with a short training class 2-3 weeks after initial training. One shot training will not give you the results you desire.
10. Reinforce.
Back on the job; make sure that the environment is conducive to implementing the ideas or behaviors learned. Finally, give support and recognition where due.
Training and development can be powerful agents for change in your organization. Used correctly, training and development ensures a return on investment. Used sloppily or incorrectly, you will waste time and money. You'll also waste something even more important: your potential.
Jo Ann Kirby is president of KRG Communications Group. She has 20 years experience in sales and sales management and an extensive background in training and development. Her background also includes extensive b2b telesales management experience. Jo Ann has been published in The Toastmaster, NAPPS Network and Commerce magazines. More can be found at http://www.krgcommunications.com
![]() |
|
![]() |
|
![]() |
|
![]() |
I was looking at some promotional literature and web sites... Read More
What is it with appraisals? In September and October there... Read More
Tired of sending out sales letters that generate anemic response?... Read More
Sales drive revenues, and revenues drive companies. Companies, then, are... Read More
When you are in sales, you have the choice to... Read More
During the introduction of the "Stop Selling!" philosophy, we typically... Read More
When making your living in the sales industry, and working... Read More
First and foremost are you thinking Strategically? "Do you have... Read More
When selling a product to a customer, it is very... Read More
What exactly is the sales profession? Without a common dialogue... Read More
The art of backend sellingThe backend sale can be more... Read More
You must be able to coordinate your sales talk to... Read More
Your mission as a business owner is to develop a... Read More
Do you ever feel that when you are doing direct... Read More
Does this sound familiar? With high expectations, you sent your... Read More
Here's the thing... you still have to make every marketing... Read More
A lot of energy is expended within selling organizations as... Read More
Losing a sale can be disheartening, especially if you lose... Read More
1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. Your clients... Read More
Three year old Kara was throwing a tantrum. She didn't... Read More
Let's face it when it comes to cold calling many... Read More
"Leadership rests not only on outstanding ability. It also rests... Read More
Many business owners and professionals are appalled at the thought... Read More
If you're a business person you want to sell your... Read More
Have you ever tried to explain to someone what you... Read More
The "Three Cs" in building customer relationships are a key... Read More
One of the interesting things about being a coach and... Read More
Do you frequently hear that from a prospect?"I'll Think It... Read More
Did you ever meet someone with whom you just clicked?... Read More
What to do when you win or lose.You have given... Read More
During the late 1980's I was a field sales representative... Read More
Sales resistance is a fact of life for most sales... Read More
Too many sales letters are shaped into paper airplanes and... Read More
Think about it. If only it was as easy as... Read More
Developing an abundant supply of targeted referrals is the number... Read More
Yes, you heard me right; I said "Date your clients!"... Read More
Sales resistance is a fact of life for most sales... Read More
There are always some great, fast and easy ways to... Read More
Everyone knows the importance of having a positive attitude, especially... Read More
I have found that the best sales people are the... Read More
Having spent so many years in retail, I always enjoy... Read More
1. Sign-up to win web site awards. When you win,... Read More
1. Add a no-fee interactive game to your web site.... Read More
Do you find yourself making these kinds of assumptions?- "I... Read More
I have found that there are two best ways to... Read More
A study done by the Association of Sales Executives revealed... Read More
If a store had a great discount in the middle... Read More
When five years ago I was faced with having to... Read More
PEOPLE DO BUSINESS WITH PEOPLE THEY KNOW, LIKE, & TRUST.... Read More
Why are some sales pitches more persuasive than others? Are... Read More
Ever thought to yourself, "If only my team members would... Read More
It has been said that a customer makes a decision... Read More
I sit down and look at my notebook. Then, I... Read More
1. Spend money on targeted advertising instead of mass media... Read More
You deal with rejections, frustrations, disappointment, and possibly disrespect on... Read More
I put together this little article because, although basic, we... Read More
If you have problem attracting new customers, the sales marketing... Read More
Your mission as a business owner is to develop a... Read More
It's not too early to start planning for the sales... Read More
I arrive with about 350 other guys. We smile at... Read More
Almost all Internet Marketers have a basic idea of what... Read More
Did you know that there are specific psychological triggers you... Read More
The reason why you have a job in sales is... Read More
Most people are always striving to better themselves. It's the... Read More
The most important thing for an auto detailer to do... Read More
We all want to belong. As humans we feel the... Read More
Sales Training |