training makes money

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$ $ $ CARMEN CARDOZA DESIGN. DEVELOPMENT. MARKETING.

Some managers view t r a i n i n g a s a n INTERFERENCE with “work” to be done

THE TALE OF THE TWO WOODCUTTERS

Cuts wood ���all day���

Keeps stopping & sitting down���

WOODCUTTER B

WOODCUTTER A

How could this happen? You were resting all day!

I wasn’t resting. I was sharpening my saw.

TRAINING SETS STANDARDS

IF YOU DON’T TRAIN you can’t expect your team to get to the next level or, to meet your standards and expectations.

TRAINING MAKES MONEY

TRAINING SAVES MONEY

REPETITION IS KEY REPETITION IS KEY REPETITION IS KEY REPETITION IS KEY REPETITION IS KEY REPETITION IS KEY

A TYPICAL TRAINING PROGRAM

Trainers come in and blitz you with lots of information

then they leave

You have a healthy glow for

about a week

perception

You’ve received a lot of value because you have gained a lot of information

reality

Without continuous follow-up, very little

sticks from a one-shot training

there is a better

way

By rotating core material regularly, the

same concepts are constantly reinforced

and reiterated

Constantly teach new information again and again until the skill is

permanent

AFTER ONE TRAINING SESSION

MASTER SKILL LEVEL

MOST PEOPLE

LOWEST SKILL LEVEL

Training session

Some permanent skill remains

Skill improves

REPEATED TRAINING SESSIONS

MASTER SKILL LEVEL

MOST PEOPLE

LOWEST SKILL LEVEL

Training session

Skill improves

Session repeated

Skill improves

Skill improves

Session repeated

HOW TO RUN A TRAINING PROGRAM

tell your team what to expect

What will be covered.

How long it will take.

How the information will be covered.

e objective of the particular session.

e obtained skill or knowledge that you hope they will gain.

create a training environment conducive to

learning

Make it fun

Make it open to comments, jokes, and suggestions.

Make it visual.

Make it interactive.

Make it mandatory.

training methods to

consider

Lecture Format

You talk they listen.

If you’re looking for substantial input or group processing, the Lecture Format is

not ideal.

Group Questions Format

You present broad questions to the group and ask for a show of hands.

Interactive. Good introduction tool.

e Group Questions Format helps guide your group to conclude what

is at stake in a given training session.

Group Discussions Format

Facilitating discussion around a given topic or issue for speci"c feedback from the group.

Keeps participants engaged. e Group Discussions Format extracts

common themes that need addressing in the training session.

Demonstration Format

Supervisor demonstrates how employees should perform a given task.

Use the Demonstrations Format to solicit questions and probe to determine

the level of understanding from the employees.

Role Playing Format

e employees demonstrate back to the supervisor.

Role Playing helps each team member automatically do what she is supposed to

do even if she’s rushed, challenged, or surrounded by distractions.

Going Deeper Format

Drill down on the minute details of a process until participants get everything practically perfect.

A highly effective method to improve skills. e Going Deeper Format reveals gaps in the process or neglected steps in

the process.

Come up with solutions.

Case Studies Format

Include concrete examples and case studies in which the concept you are teaching made a big difference.

People remember stories, especially when they are dramatic or humorous.

Test Before & After Format

For every concept or skill you teach, develop a test on that area for the staff.

Shows participants how much they are going to learn and makes the answers

stick when they learn them.

Spot Quiz Format

Quiz participants on material that has been covered to help program the basics.

Little by little, whatever you cover again and again, eventually sticks.

the most powerful training you can conduct

Workshop Training Format

Workshops are a powerful way to facilitate training, improve skills, and implement new procedures.

Technology Training to Boost Productivity

You must have some kind of ongoing and continuing technology training so that all employees know how to take advantage of the technology in front of them.

Make it fully interactive and mandatory.

I’m attracting more clients than ever and ensuring they receive top-

notch service.

INVEST IN REGULAR TRAINING

A WELL EQUIPPED EMPLOYEE

A HAPPY CLIENT

A THRIVING BUSINESS

Are you ready to set higher standards and equip your team to run like a "nely tuned machine?

CONTENT e Ultimate Sales Machine by Chet Holmes

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ILLUSTRATIONS Carmen Cardoza

CARMEN CARDOZA MARKETING. DESIGN. DEVELOPMENT.