Tag: Training

Transfer of Training and Post Training Intreventions

Social factors and the physical training environment both influence transfer. The characteristics of both participants and trainers are one of these elements. One critical question pertaining to trainers is how much visibility, contact and influence they currently have and potentially will have in the post-training environment.

To the extent that trainers are isolated from the rest of the organization, their ability to extend the gains made during training to other relevant organizational settings is unlikely to occur. Continue reading →

Transfer of Training and HR Development

As the issue of accountability becomes more important in human resources development, the question of what training accomplishes becomes increasingly relevant. Of particular concern is the impact training programs have on individuals back on the job.

In other words, how much transfer of training or generalization (terms used synonymously here) took place? Transfer of training effects can be considered to occur when the relevant aspects of behavior altered under one condition or in one setting carry over in some form to nontraining conditions or settings. Transfer occurs, then, when trainees do what you trained them to do, where and when you hoped they would do it. Continue reading →

Becoming a Corporate Sales Training Supervisor

3M’s Jay Beecroft is a training directors’ training director. Though his official title— di¬rector of education, training and development— accurately mirrors his lack of personal pretension, it tells next to nothing of his successful 28-year reign as 3M’s top trainer.

You can download excellent powerpoint slides on HR management, business strategy and personal development HERE.

Beecroft joined 3M in 1948 as a sales rep and, like so many, became a trainer almost by accident. In Beecroft’s case, the accident was named Bill Gove. Though now a nationally known speaker/trainer, Gove was 3M’s manager of business develop-ment when he met and was impressed by the ex-Army-Air-Corps-pilot-turned-sales rep, Jay Beecroft. Continue reading →

How to Train Your Sales Force – Selling Skills Training

There’s something undeniably “big time” and impressive about the scene: The steely-eyed sales exec jets to the coast, hunkers down with a hard-boiled buyer and the two hammer out a hot deal. But put a simple pocket calculator to work on that scenario and you’ll soon discover the cost/benefit figures of cold call, face-to-face selling don’t always add up. Not in today’s economy. Not compared to the cost/benefit figures for a sophisticated “tele-selling” program. Continue reading →

Developing High Performance Culture and Training

Training is continuous and related to assignments. A high-performance spirit and raw confidence are cut from the same cloth. Confidence can be defined as the inner security that comes from knowing and knowing that you know.

The role of continuous training is to promote inner security by maintaining preparedness. With the business world changing so rapidly, the high-performance unit must be perpetually updated to remain current, responsive and effective. The training must be related to the task performed. This not only ensures cost effectiveness by being immediately applicable, it adds to the elite feeling by increasing the likelihood of unit success. Continue reading →

Training for Sales Process

Training in the nature of the sales process. An attempt to make a sales neophyte into an effective salesperson by teaching him or her only one of the many sophisticated sales techniques probably would not work and might even be detrimental.

You can download excellent powerpoint slides on HR management, business strategy and personal development HERE.

Seldom will one approach to sales work with more than a handful of customers. The many situations a salesperson confronts on a daily basis are too varied to be accommodated by one approach to the sales process.

It makes much more sense to help the trainee understand the essence of the sales process so that the person can tailor his or her own approach to a given sales situation. Continue reading →