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.