TRAINING MEETINGS ARE FOR TEACHING
Teaching and knowing how to teach can be learned at a major university in about 4-5 years. If you can wait that long, congratulations. I didn't think you could so start now. Prepare for your regularly scheduled training classes and follow these rules.
Teach at the pace of the slowest student
No one should be left behind. If you have a person who just doesn’t get it ask yourself why you hired them in the first place. See
Hiring the Right People
Give Reasons and Benefits for What You Want Done
Your purpose is to help your people become better than they are now. Tell them why it is in their best interest to learn what you are about to teach.
If one person wants the answer, chances are so do others. Questions from the group also let you know if you are doing a good job of communicating your material. If a majority of the class doesn't comprehend look at your presentation method to see why. Participation is infectious. Remember, people learn skills in stages. Do not expect them to be proficient after the first class. Have them
practice what you are teaching.
Enforce the 'No Dumb Question' Rule
If it’s important enough for them to ask it is important enough for you to answer it positively and with conviction.
Don't Let Your Experience and Knowledge be Abusive
Your salespeople don’t care how much you know until they know how much you care. Training isn’t done because someone said you had to. Do it because your salespeople need to know their success is important to you.
Use Stories to Highlight and Provide Emphasis
Relate your subject matter to real situations you have encountered in your career. Help them to avoid the pitfalls you have experienced.
In order to keep a fresh look on your training use different presentation methods (Video,Handouts,Audio) to hold their interest. Everyone responds differently. Some enjoy visualization; some enjoy multiple choice, etc.
Set a Specific Time and Start on Time
Starting on time will show your staff the importance and value you place on your training effort.
Permit no Interruptions
Turn off cell phones, unplug mainline phones and allow nothing to interrupt. You must instill the importance of what you are doing.
Allow Adequate Time
Normally scheduled training should be no more than 45 minutes to one hour. In the event your training is an entire morning or full day take breaks at those intervals. Do not introduce subject matter that cannot be completed in the allotted time.
All Scheduled to Attend Will be Present
No exceptions. They wouldn’t miss a meeting if your boss or the owner of the company scheduled it, why should they miss yours?
Finish on a Positive Note
Use your training session as a springboard to a great sales day. Announce a sales contest or incentives for salespeople.
Do not make the mistake of making these announcements at the beginning of your training session. If you do they will spend your entire class time thinking of that rather than focusing their attention on you and the material.
Make sure you never miss an update to the StayOnTarget training series. All you need to do is let me know where to send it.
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