why training can be a waste of time and money?
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Why training can be a waste of time and money, and what you can do to fix it!TRANSCRIPT
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Why Training can be a Waste Why Training can be a Waste of Time and Money of Time and Money 为什么培训可能是一件浪费时间、为什么培训可能是一件浪费时间、金钱的事金钱的事 ......(And What You can do to Make Training Work 而您又将如何使得培训发挥其应有作用 )
c.j. NgExecutive DirectorDirections Management Consulting Co., Ltd
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87% of what is learnt in a sales training session will be lost after 1 month upon completion of the training
87%所学到的内容将在培训后 1个月内消失
Research by Huthwaite
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How to Make Training Work 如何使培训能够发挥作用
• Why Training? 为何培训？ ;
• Why Training Fails? 为何培训失败？• How to Make Training Work? 如何
使培训获得成功
Why Train? 为何培训？
To change mindsets and behaviours改变思维及行为
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Why Training Fails? 为何培训失败？
• We are unclear what behaviours we want participants to change into我们不知道我们应该有哪些行为的改变
• We don't know what will effect a change into desired behaviours 我们不知道如何促使相关行为的改变
• We don't have sufficient reinforcement action AFTER the training 我们在培训后没有充分巩固行动
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The Problem with Instilling Corporate Values 贯彻企业核心价值的难题• Corporate values are ideals, NOT behavio
urs 企业核心价值是一种理想，而不是行为
• Unless we can raise enough examples of what behaviours are aligned with our values, we will NEVER act the values 除非我们嫩能够举出足够能体现企业核心价值的行为的例子，否则我们永远不会将核心价值表达出来
• Unless we can turn those behaviours into habits, we will NEVER live the values除非我们能够将这些行为转换成为习惯，否则我们核心价值将不会是我们生活中的忠旨
How to Make Training Work 如何使培训获得成功
• Start with your objective - what behaviours and mindsets do you want to instill?以目标为导向 - 你想贯彻哪些行为及思维？
• Find out what will instill those behaviours and mindsets 找寻什么活动或事项能够有效贯彻这些行为和思维
• Don't get distracted by any activity that will not achieve the above 不要被那些不能贯彻以上行为、思维的活动所干扰
Case Study 1: 案例 1 ：
China Leadership Training for Bristol-Myers Squibb
施贵宝 中国区领导团队培训
China Leadership Training for Bristol-Myers Squibb 施贵宝 中国区领导团队培训
• A training was set up for BMS China Leadership Team using DDI's Making Effective & Empowered Decision (MEED) in May 2010 施贵宝于 2010 年 5 月给其中国区领导团队实施了一次 DDI 的决策方面的培训
• A further requirement is to add experiential learning elements to a second part of the training 为了加深学员们的领悟，施贵宝额外增添了一天的体验式培训，作为该培训的第二部分
• The requirements for the experiential training are此体验式培训有以下要求 :– Must be aligned to the key learning points in DDI's decision
making programme 必须与 DDI 的决策培训要点相结合
– Must add strategic elements to decision making 必须增设决策的战略性质
– Must add real-life constraints such as time pressure, unknown information, constant changes and team decision making into the learning process 必须增设真实决策过程中的局限，如时间限制、未知数、变化及团队决策过程
China Leadership Training for Bristol-Myers Squibb 施贵宝 中国区领导团队培训
• Directions Consulting was engaged to implement the experiential training, using battlefield simulations as the main activity方相咨询受邀实施该体验式培训，以战场情景模拟为主要活动
• Participants are required to complete different military missions, where they have to plan, decide and adapt accordingly学员需要完成几项军事任务，在完成任务的过程中需要做相应的策划、决策、调整
• At the end of each mission, there will be debriefings, and participants get to discuss how they can improve in the next mission每次任务结束后将由相关点评。学员也探讨如何在下一次任务中做得更好
• At the end of all missions, there will be a final debrief where participants will discuss how they can bring the lessons learnt and apply to their work 所有任务结束以后将有最后的大点评。学员探讨如何将活动所体会的要点学以致用，用到工作当中
China Leadership Training for Bristol-Myers Squibb 施贵宝 中国区领导团队培训
• The experiential training was very well-received 体验式培训的反馈极好
• Directions Consulting was engaged for a similar experiential learning for 250 sales leaders in Dec 2010 方相咨询于 2010 年 12 月又被施贵宝邀请为他们 250 位销售经理做类似培训
• Some members of the China Leadership Team, including their China General Manager, participated in the 2nd training 部分中国领导团队队员，包括中国区总经理，志愿参与第二次培训
Case Study 2: 案例 2 ：
Trust-Building for Roche Commercial
罗氏制药 建立信任体验式培训
Trust-Building for Roche Commercial罗氏制药 建立信任体验式培训• Roche Commercial would like improve the trust-building bet
ween its management sales force and channel partners in the following ways right before its Financial Training for Distributors on 2 July 2010 罗氏想在 2010 年 7 月 2 日的经销商财务培训前通过以下方式促进渠道销售与经销商的互相信任– Winning channel partners' trust such that Roche's sales force
could help them achieve better results at lower costs 渠道销售需赢得渠道商的信任以协助后者以更低成本及更有效方法获得更好的业绩
– Winning channel partner's trust so that they can be open about how they manage their costs 渠道销售需赢得渠道商的信任以让后者愿意将自家财务报表提供给渠道销售分析，并加以优化
– Engaging all parties to think win-win, and that if any party were NOT to co-operate will result in failures for ALL parties
渠道商与渠道销售双方必须意识到共赢的重要性，并且意识到如果不共赢，就是两败俱伤的局面
Trust-Building for Roche Commercial罗氏制药 建立信任体验式培训
• Directions Consulting conducted a half-day experiential workshop to enhance trust between both parties 方相咨询于是进行了一次半天体验式培训，以促进双方之间的信任感及共赢程度
• The focus of the workshop is to provide feedback on the behaviour of the participants as to how they have created distrust, and how they should change to build trust课程的重点是学员在进行各项游戏中所体现的行为给于反馈，并指出他们在哪些方面的行为有碍于信任的建立，以及他们该怎么做才能够促进双方信任
• At the end of this half-day, the financial training went on smoother than expected, as distributors feel they could disclose more sensitive information to channel sales people在这半天的培训之后的经销商财务培训进行得比预期顺利，因为经销商已经觉得可以让渠道销售知道更多的敏感信息。
