1. Front end needs analysis. I know their jobs,what they're struggling with, what they're doing well and what they need before I deliver the training. This helps increase relevancy.

2. Make the training about them ("learner centric, activity based" rather than "instructor centric, content based"). I'll also alter my agenda for theirs if I'm finding that we're missing the mark or have to address some unanticipated elephant in the room in order to get buy in for the rest of the day. These things typically make the training more engaging.

3. Give them a continous program, not just a one time training event. Mix in blended learning, coaching, opportunities for practice. This better builds good habits and ensures sustainability.

The more relevant, engaging and sustainable the training, the more likely the trainees are to pay attention, retain the information and use the information/training to practice more effective behavior.

Robert

Kelley Robertson

President, The Robertson Training Group

Posted on Nov. 4, 2010

Recommended by:
Joseph Pickler

Robert hit the nail on the head with his response.

Effective training needs to relevant to the attendees specific work environment. The one-size-fits-all approach that is often used, is seldom effective because it fails to address the different experience levels of the sales team or the nuances of theis businesses.

Great training is NOT an event; it is an on-going process with the sales person's manager participating. Training simply provides the learner with the knowledge and basic skill to get started. Coaching, guidance, and direction helps the rep become proficient and eventually master the skills.

Cheers!
Kelley