How Business Coaches Avoid the Yearly Training Feeding Frenzy

What is it with appraisals? In September and October there were no training needs, and then suddenly in November and December everyone in the company has a personal development plan. How did that happen? How come six weeks ago I didn't have any training needs and now I have a shed-load of them?

It's called the year-end appraisal.

In companies up and down the land, filing cabinet drawers were being emptied of last year's contents; objectives and training needs were swiftly consulted so that judgements could be made and duplication avoided. For some, the half-year appraisal will have assisted with the completion of the dreaded form; for many it was just another chore in long list of administrative chores.

It's meant to bring the parties together to have meaningful conversations about achievement, development, and future goals. In reality the game is played out as it's always been played out.

? Manager: Michael, can we fix up an hour to do your appraisal? (I already know what score you're getting, but I have to have this conversation for an hour so you feel involved)

? Michael: Oh Yes Aidan ? that time of year again! (I know you know what score I am getting, so why don't you just tell me)

And is there any need for it?

A soccer coach does not sit down at the end of the year with a player and review progress against a set of objectives set over a year ago. They do not decide training needs for the next twelve months at the end of every year. They already know what the training needs are and are already working on them.

The conductor of an orchestra does not have a yearly interview with each person in the violin section to review their progress and find out whether they fancy playing the trombone next year and what training can be provided to achieve this goal. Everyone knows what is expected of him or her.

A choreographer does not suddenly become aware of training needs in December.

Business coaches do not include a training needs analysis during the appraisal interview. For one thing there's no appraisal interview ? the evidence of performance is obvious. Secondly, they know what each person in the team is doing and how they are performing against specific objectives. There are no surprise training needs identified in December because they have been working on training and business coaching throughout the year based upon clearly defined processes and job profiles.

Business coaches do not identify negotiation skills, presentation skills, communication skills, technical knowledge, or any other form of training requirements during a year-end appraisal. They do not suddenly present the training manager with a whole set of training requirements because they have already worked alongside the training manager eliciting specific help for individuals, specific where required, during the year. If these elements are relevant to the job, then they should have been delivered when the person started in the job. If they are part of a progressive process, then they will be part of plan which has been scheduled with specific learning outcomes and business results, not as part of a year-end process.

In an organisation that truly employs a business coaching culture there is no need for any training requirement outcome of an appraisal system. Its purpose should be solely and merely to ratify the size of reward due based upon the achievement of any goals. It would be rare in a true coaching environment for there to be a mass training requirement outside of foundation and induction.

Business coaches work in the following way (see figure 1):

* Determine the process to be employed by the individual

* Design it in detail and test it

* Agree who will conduct initial basic training ? the coach or a separate trainer

* Implement the training piece by piece and assess the person against a set of measurable criteria

* If you're in a customer service environment, do not let anyone who fails the training assessments to meet with your customers. If you're in any other environment don't let people who fail the assessment enter the workplace unsupervised

* The business coach must meet the individuals who have passed the assessment and determine that they have maintained the knowledge, skill and attitude requirements before using this knowledge and skill with in the workplace

* Observe the individual using the each element of the knowledge and skills taught over a period of time and provide feedback

* Continuously improve their knowledge and skill

It's not rocket science, but it works.

In summary, business coaches know what the process is ? i.e. this is what I want the person to do. They publish the rules ? i.e. this is what I want you to do. They organise the training to bring the person up to the minimum standard acceptable (this happens at the beginning, not at appraisal time) ? i.e. I will train you to do this. They ensure that the training is transferred to the job ? i.e. I will check that you can do what I have trained you to do ? i.e. I will accompany you on the job and assess your ability. They improve people ? i.e. I will seek to improve you all the time ? I will assess your ability regularly. This process feeds back into the process design ? i.e. how can we make this better?

With business coaching as a system, the yearly feeding frenzy for training could be at an end.

Frank Salisbury is a highly experience motivational speaker, and inspiring business coach, particularly to the sales profession. Frank is recognised as a leading authority in the field of sales - including sales process design, sales performance, and sales coaching.

He strongly believes that whether we work in the public or private sector; whether our organisation is commercial or non-commercial; that we are all in sales. His favourite quote, which has become his maxim, is from Robert Louis Stevenson ? 'Everything in live is selling'. He has spoken at numerous conferences and seminars where his style has received popular acclaim for a speaker with a passion for life, and achievement.

He is Managing Director of Business & Training Solutions Ltd ? a sales consultancy based in Ireland and the UK. He can be contacted at frank@btsolutions.ie. 28 Rye Close, Banbury, Oxfordshire. 0044 (0)1295250247

---

Sales and the City

It's all about relationships!Here is how a popular TV show... Read More

A Simple Sales Strategy: Talk to Yourself!

You are about to speak to a potential client, go... Read More

Sales Success ? The 5 Steps

It's a common question we come across everyday: why is... Read More

Customers Do Not Know How To Ask Good Questions ? That Is Your Job

Customers will ask you a question and you'll proceed to... Read More

Dont Close Your Eyes Or Let Deaf Ears Fall Upon You

To listen to your customer is important, and to hear... Read More

8 Sales Lead Generation Methods

I've been getting lots of email from my readers lately.... Read More

The Quickest Way To Increase Your Sales

The quickest way to increase sales is to make things... Read More

Practice Building: Create a Powerful and Targeted Call to Action for Your Prospects

A "Call To Action" is an invitation for your prospective... Read More

Customers Want You to Ask for the Money

Many years ago, I was the one starting a small... Read More

11 Secrets to Leadership in Sales

In his classic book, "Think and Grow Rich", Napoleon Hill... Read More

Quit Talking and Listen! Give Clients and Prospects Your Undivided Attention

I have found that the best sales people are the... Read More

Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words!

Education plus Motivation is a powerful formula. But how do... Read More

How To Master The Art And Science Of Super Salesmanship In 3½ Minutes Flat!

Dear Friend,You #1 weapon in advertising will always be...Superior Salesmanship.I... Read More

The Key to Driving Sales is Understanding What Not How

What does it take to make a sale lately?In Sales,... Read More

Is It Time To Rethink Your Sales Training Program or Is Your Sales Training Delivering Results?

Sales is still a must for any company who wishes... Read More

The Canned Sales Pitch Myth

Canned or scripted sales approaches are rarely successful, because one... Read More

Increase Your Influence, Increase Your Sales

Selling is everyone's lifeblood whether they realize it or not.... Read More

10 Blockbuster Ways To Ignite Your Sales

1. Sign-up to win web site awards. When you win,... Read More

Training for Trade Shows - 5 FAQs

Trade shows are so obvious. You go. You hand out... Read More

How to Achieve Sales Goals by Focusing on Activities

When I broke into sales in 1986, I read several... Read More

How to Sell to the Devils Advocate

There is a car commercial running were a husband is... Read More

The Truth About Sale Success!

Bill Brooks of The Brooks Group wrote an article several... Read More

Why Sales People Are Creating Their Own Objections

I'm about to reveal the biggest secret to growing any... Read More

7 Sales Skills to Improve On

The following 7 sales skills are what I have found... Read More

Your Sales Process Isnt

A lot of energy is expended within selling organizations as... Read More

Sales Marketing: 10 Sales Marketing Tricks To Explode Your Profits

Sales marketing online is an art that you must keep... Read More

As They Approcah the Finish Line... The Winner Is?

Recently, right before I was about to deliver a motivational... Read More

Getting Them to Buy: The Two Most Important Pieces to the Sales Pitch

Why are some sales pitches more persuasive than others? Are... Read More

Unlocking the Myth of Hypnotic Communication

Unquestionably when the word hypnosis pops-up in a conversation or... Read More

Hello! I Cant Sell!

What's that you say? You can't sell?Oh, you must be... Read More

Successful Selling in 21 Steps

1. Dependability was chosen as the most important.2. Integrity was... Read More

Sales Techniques to Help the Customer to Buy

Three times I have revisited Turkey after living in the... Read More

Quiz: What Kind of Sales Shoe Are You?

Have you ever wondered what type of saleswoman you are?... Read More