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Healthy Companies Train on Three Levels
In order to be healthy, a company needs to provide training and foster a culture of continuous growth. However, like a weight lifter who only trains one muscle group, a company can be out of balance.
Whether it’s the end of the year or the beginning, the final push for results in the last quarter or the start of a brand new year, all companies need a three part training plan: Education, Motivation, and Inspiration.
Education: product oriented, how to, updates and other informational materials. This is you and experts sharing what you know and increasing the knowledge base of the team. It should be limited to the producers only in order to help identify them as the ‘feet on the street’ and let the non-production people focus on their task-driven jobs. Non production people can be brought in for things that pertain to them but don’t let them sit there if they’re not being addressed and fully engaged or morale drops.
Motivation: why come to work? Rewards. What are the rewards? Esteem, Money, Purpose, Challenge, Money, Benefits, Money. This is effective if it’s specific – we need to hit a goal and how will we achieve that. It should combine
- proven techniques on topics like getting referrals, asking for business, making effective calls, scheduling call backs, upselling, staying motivated, being in action and not distraction, closing, closing and closing, shortening a sales cycle and anything YOU as a subject matter expert can teach that will get them to their real end of year goals.
- It includes reviewing and re-energizing their sales strategies that they prepared for at the beginning of the year. It also includes input from them on what they NEED and WANT so that they can hit their goals.
- It should be fun and challenging with possibly an extra incentive included. How about a game with a prize that will enhance their business like a new phone or a high end leather briefcase. You could also include a massage or spa day, etc. or a month off of office rent, etc. that will get them going and keep them motivated at the end of the year.
- It has to be tied to RESULTS and be MEASURABLE on a weekly basis and all results need to be visible to all – nothing motivates like your peers seeing your results!
Inspiration:what stops you as a person in the role you’re playing at work? What is it that you come up against in the performance of your job, as a way of ‘BE-ing’ or as habitual behaviors that interfere with you playing at full out passion.
What is your VOICE and how can each person be fully self-expressed, fully engaged and passionate about their working lives?
How can they overcome their fears and doubts and live according to their vision for themselves.
How can they be BIGGER?
What is the biggest possible future and how can their actions today bring that closer to them?
A successful training program will include these three elements and prevent your company from becoming 'lopsided'; as in all the 'soft' trainings without results, or allowing a hot sales talent to become cold because they haven't been challenged to grow. Make sure you achieve a healthy balance in the culture of your business and you'll reap the rewards in any economy.
Learn more about the author, James Lynch.
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