Training Standard

1. Training SoP’2019

2. Index :-
 NHIT Process
 Existing Manpower Training Plan
 Vivo Recognition and Penalty
 Weekly Reports
 Assessment for ATS & TSM
 Advantages of Training SoP

3. NHIT Process :-
Proposed NHIT Plan :
 The training will be of 3 days post that assessment will be
conducted and pass marks is 90%
 Below 90% dropouts will be given a training for 1 day and the
same day they will be assessed, in case if they dropout
Sales/Training Team will take a call
 The assessment will be of 100 marks 50 marks for
demonstration and objection handling + 50 marks Product
Knowledge & Company Culture

4. NHIT Process :-
 The training throughput should be minimum 80% - 90% for
the Trainer
Post NHIT all the qualified participants will be mapped under
the Training Team to achieve :
 Monthly target ( minimum 90% )
 Product knowledge ( minimum 90% ) based on weekly
assessments
Responsibilities of CT & ATS for 1 month**

5. Existing Manpower Training Plan:-
• Every Monday assessment will be conducted from Training Team
• Low scoring VBA/VVPs meeting will be conducted next Monday
by ATS based on weekly assessment performance- Location TBD
• Meeting MoM will be shared in summary by the end of day by
ATS to CT marking a copy to Sales Team and ATA

6. Existing Manpower Training Plan:-
Category wise segregation by end of month :
Good product Knowledge + Good in sales
Good product Knowledge + Bad in sales
Bad in product Knowledge + Good in sales
Bad in product Knowledge + Bad in sales
Target - Everyone needs to be in GRADE A ,If not then plan PET
(Performance Enhancement Training ) to be implemented. Post
PET participants will be under observation for 1 month and will be
observed by CT + ATS +TSM.

7. Vivo recognition and Penalty :-
• Every month 3 champions will be selected ATS wise basis Product
Knowledge + Achievement (minimum criteria 90% in both the
categories)
• Low Scoring VBA/VVP below 90% of Product Knowledge +
Achievement to be penalised-N/A
• Rewards budget to be sanctioned by ZSM

8. Weekly Reports:-
• Weekly Reports to be shared by ATS to ATA cc to CT
• Post analysis guidance need to be followed from ATA to ATS

9. Assessment for ATS & TSM :-
• ATS & TSM weekly exam to be conducted by CT
• Pass marks is100% ( 20% for demonstration + 80% for
product knowledge )

10. Advantages of Training SoP :-
• Advantages of NHIT :
Two opportunities for participants to qualify
Focus on product demonstration and objection handling
Throughput to be defined

11. Advantages of Training SoP :-
Advantages of Existing Manpower Training Plan :
Weekly examination will create a habit amongst all
VBA/VVP’s hence they will not miss out on exam conducted
from Delhi HO and would be in regular practice
Meeting with low performance VBA’s/VVP’s will help them
to be motivated and more focused on sales post
identification of their issues

12. Advantages of Training SoP :-
Category wise segregation end of month will help us define the
type of training required
Good product Knowledge + Good in sales - Motivational
Training
Good product Knowledge + Bad in sales - Sales Training
Bad in product Knowledge + Good in sales - Product Training
Bad in product Knowledge + Bad in sales - Motivational + Sales +
Product Training

13. Advantages of Training SoP :-
• Advantages of Vivo Recognition and Penalty :
VBA/VVP’s will be motivated to receive rewards and
recognition from Higher management
Low performers would buckle up in order to escape
penalties

14. Advantages of Training SoP :-
• Advantages of Weekly Reports :
Work direction provided to ATS by ATA
• Advantages of ATS and TSM Monthly/Weekly Assessment :
TSM and ATS will be updated with the product
Primary focus to be on demonstration and product
knowledge

15. Suggestions:-

16. Thank You !