A presentation for Sales ManagersMarian Hanganu / Consult Blue
11 January 2010
How to make trainingwork for your people
Background
You are not satisfied with your team's performance
So, you hire a trainer
Story
You hope training would change them
Hoping to do in few days what you should have done in years!
Yes, training is a function of management!
Your responsability!
Now, let's calm down... and talk
Training works, but will not replace you
You do your part, the trainer should do his job and you will getPERFORMANCE!
So ...
Be a manager and honestly evaluate your people!
Let them know your expectations!
Ask them to committ!
Tie the program to results
Design a program to achieve results, not to check activities!
Make it last until you get results!
Prepare to win
before you begin!
What gets measured ...
… gets done!
4 levels to measure up your training program
How they felt during the program
What they've learned
What they apply
ResultsDouglas Kirkpatrick
1) How they felt during the program
Happy sheets – evaluation forms provided by the trainer
2) What they learned
Tests delivered weeks after the program
3) What they use of it
An observation program months after the training
Manager's own evaluation
Employee's own evaluation
4) What are the results
Very difficult assessment
Too many factors and variables
Requires a sophisticate program
It's worth doing it!
Conclusion
Training is part of a plan - Your Plan!
You are in charge!
You should take ownership!
About the author
Marian Hanganu is a training and consulting provider for some of Romania's biggest IT&C companies.
He works for www.consultblue.biz
His blog (in Romanian) provides fresh and valuable resources.