Trainer's Guide Resources & Practices
This page focuses on providing trainers, sales managers and others with helpful training tools and tips. Whether you are new to training or a seasoned professional, there is something here for you. Take your time and look around. Feel free to contact us if you don't see something you need or if you have questions.
TRAINING TIPS: HOW TO TRAIN IS AS IMPORTANT AS WHAT TO TRAIN
Preparation
Prerequisites to delivering successful training sessions are - know the subject and content - structure the training event in advance - and preplan activities. Preparation builds trainer confidence and leads to more effective training.
Make People Feel Comfortable
Use ice breakers at the start of the session. Splitting people up into pairs and giving them a list of questions to ask one another give participants the opportunity to interact and feel at ease.
Deliver Content In An Interesting Way
Rather than simply reading from handouts, incorporate real-world examples. Interact with people and spark debates to break up the learning. When participants stay engaged they retain more information.
Assess Diversity Of Your Group
Know in advance information about the people you are training. Everyone has different language, literacy, and numeracy skills, as well as different learning stlyes. Knowing these factors enables you to cater to the needs of participants to ensure everyone learns the material.
Be Knowledgeable About The Subject
It is critical to know and have a working knowledge of the material. Make sure to review all material before training, if you have knowledge gaps, be sure to ask somebody about any questions you are unsure of, or ask a supervisor to sit in on the training session to help.
Simplify The Process
Clearly define all processes and keep them simple.. Process training can be overwhelming, and if the processes are too complicated they will not be followed. It is also useful to include memory devices such as acronyms or metaphors to assist retention.
TRAINING DO'S & DONT'S
DO'S
DONT'S
DONT'S
- Introduce yourself
- Show respect to participants
- Foster participation
- Watch and Listen
- Adapt and be flexible
- Be honest and share
- Learn from mistakes
- Abandon preconceptions
- Have fun
- Reflect on session
- Utilize BI reports to track results
DONT'S
DONT'S
DONT'S
- Rush
- Lecture excessively
- Dominate the training
- interrupt participants
- Be unprepared
- Criticize
- Be late
- Ignore questions (use parking lots)
Training Best Practices
15 Proven Best Practices to Start Using Today
· Simplify Processes: Break the materials down into bite sized pieces.
· Time-release Learning: Don't overload with a lot all at once.
· Evaluate ROI: Is your technique and material making a difference?
· Train on the Sales Floor: Keep them in their work environment.
· Training on Demand: Instant small group training works wonders.
· Advancement: Make passing training tests a requirement for promotion.
· Use Job Aids: Check lists and reminders help reinforce training tips.
· Incentivize Learning: Tie comp and incentives to training certifications.
· Follow Up: Check in with your team, answer questions and reinforce tips.
· Provide Mentoring: One on one training with a coaching plan.
· Show Commitment: Lead by example, model your training, be available.
· Communicate Goals: Help the team set and meet performance targets.
· Track Efforts: Set KPI, track your team's progress, communicate results.
· Prep for Success: Give your team all the tools they need to succeed.
· Encourage Self-Help: Help them evaluate and adjust their own performance, setting stretch goals and working to achieve them.
Learn More
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TRAIN SALES CONSULTANTS: 5 EASY STEPS
1. Apply Best Practices
1. Apply Best Practices
1. Apply Best Practices
- Use the 6 Training Tips in this section with tips about what NOT to do that are found above under " Do's & Don'ts."
- Prepare, prepare and prepare again. Obtaining successful training outcomes requires good preparation, application of best practices that are proven to produce results.
- Measure results, ask for feedback.
2. Consultants Selling
1. Apply Best Practices
1. Apply Best Practices
- Discuss consultative selling (Under best practices link). Ensure your team knows the difference between pushing a product versus finding the best option for your customer.
- Teach your team to ask questions. It is a great way to engage your customers and teaches your sales team how to listen.
- Practice the "Learn-Teach-Sell" method from above.
3. C.A.S.H. Methods
1. Apply Best Practices
4. Coverage/Exclusions
C.A.S.H
The Consultive Selling Acronym
- Conduct a needs analysis for the guest.
- Analyze the guest's needs and discuss how the protection Plan fits those.
- Stamp your recommendation on the need for the Plan.
- Home in on objections, overcoming them using skills acquired in training (i.e., see training videos).
4. Coverage/Exclusions
4. Coverage/Exclusions
4. Coverage/Exclusions
- Review coverages, exclusions and service features. Don't recite every line of coverage.
- Discuss coverages that are relevant, don't discuss coverage not useful to a customer.
- Don't over sell or over promise - never say "it covers everything."
- Be familiar with what is not covered.
- Be honest and helpful.
5. Set & Track Goals
4. Coverage/Exclusions
5. Set & Track Goals
- Discuss the performance of all team members - nothing prevents a low performer from creating the same results of a high performers other than attitude and expectations.
- Find reasons to reward success and don't shy away from providing honest feedback about poor performance.
- Set clear KPIs, focusing on them frequently.