training makes money
DESCRIPTION
You cannot set higher standards or expect your team to go to the next level of sales and service if you are not equipping your team for business success. Ongoing and continuing training will help you build a finely tuned machine for a thriving business. Notes from one of my favorite books, The Ultimate Sales Machine by Chet HolmesTRANSCRIPT
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$ $ $ CARMEN CARDOZA DESIGN. DEVELOPMENT. MARKETING.
Some managers view t r a i n i n g a s a n INTERFERENCE with “work” to be done
THE TALE OF THE TWO WOODCUTTERS
Cuts wood ���all day���
Keeps stopping & sitting down���
WOODCUTTER B
WOODCUTTER A
How could this happen? You were resting all day!
I wasn’t resting. I was sharpening my saw.
TRAINING SETS STANDARDS
IF YOU DON’T TRAIN you can’t expect your team to get to the next level or, to meet your standards and expectations.
TRAINING MAKES MONEY
TRAINING SAVES MONEY
REPETITION IS KEY REPETITION IS KEY REPETITION IS KEY REPETITION IS KEY REPETITION IS KEY REPETITION IS KEY
A TYPICAL TRAINING PROGRAM
Trainers come in and blitz you with lots of information
then they leave
You have a healthy glow for
about a week
perception
You’ve received a lot of value because you have gained a lot of information
reality
Without continuous follow-up, very little
sticks from a one-shot training
there is a better
way
By rotating core material regularly, the
same concepts are constantly reinforced
and reiterated
Constantly teach new information again and again until the skill is
permanent
AFTER ONE TRAINING SESSION
MASTER SKILL LEVEL
MOST PEOPLE
LOWEST SKILL LEVEL
Training session
Some permanent skill remains
Skill improves
REPEATED TRAINING SESSIONS
MASTER SKILL LEVEL
MOST PEOPLE
LOWEST SKILL LEVEL
Training session
Skill improves
Session repeated
Skill improves
Skill improves
Session repeated
HOW TO RUN A TRAINING PROGRAM
tell your team what to expect
What will be covered.
How long it will take.
How the information will be covered.
e objective of the particular session.
e obtained skill or knowledge that you hope they will gain.
create a training environment conducive to
learning
Make it fun
Make it open to comments, jokes, and suggestions.
Make it visual.
Make it interactive.
Make it mandatory.
training methods to
consider
Lecture Format
You talk they listen.
If you’re looking for substantial input or group processing, the Lecture Format is
not ideal.
Group Questions Format
You present broad questions to the group and ask for a show of hands.
Interactive. Good introduction tool.
e Group Questions Format helps guide your group to conclude what
is at stake in a given training session.
Group Discussions Format
Facilitating discussion around a given topic or issue for speci"c feedback from the group.
Keeps participants engaged. e Group Discussions Format extracts
common themes that need addressing in the training session.
Demonstration Format
Supervisor demonstrates how employees should perform a given task.
Use the Demonstrations Format to solicit questions and probe to determine
the level of understanding from the employees.
Role Playing Format
e employees demonstrate back to the supervisor.
Role Playing helps each team member automatically do what she is supposed to
do even if she’s rushed, challenged, or surrounded by distractions.
Going Deeper Format
Drill down on the minute details of a process until participants get everything practically perfect.
A highly effective method to improve skills. e Going Deeper Format reveals gaps in the process or neglected steps in
the process.
Come up with solutions.
Case Studies Format
Include concrete examples and case studies in which the concept you are teaching made a big difference.
People remember stories, especially when they are dramatic or humorous.
Test Before & After Format
For every concept or skill you teach, develop a test on that area for the staff.
Shows participants how much they are going to learn and makes the answers
stick when they learn them.
Spot Quiz Format
Quiz participants on material that has been covered to help program the basics.
Little by little, whatever you cover again and again, eventually sticks.
the most powerful training you can conduct
Workshop Training Format
Workshops are a powerful way to facilitate training, improve skills, and implement new procedures.
Technology Training to Boost Productivity
You must have some kind of ongoing and continuing technology training so that all employees know how to take advantage of the technology in front of them.
Make it fully interactive and mandatory.
I’m attracting more clients than ever and ensuring they receive top-
notch service.
INVEST IN REGULAR TRAINING
A WELL EQUIPPED EMPLOYEE
A HAPPY CLIENT
A THRIVING BUSINESS
Are you ready to set higher standards and equip your team to run like a "nely tuned machine?
CONTENT e Ultimate Sales Machine by Chet Holmes
FONT & COLORS Gill Sans Ultra Bold, Minion Pro Condensed Kotaku Palette @ http://www.colourlovers.com/palette/59489/Kotaku
ILLUSTRATIONS Carmen Cardoza
CARMEN CARDOZA MARKETING. DESIGN. DEVELOPMENT.