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<ul><li>A presentation for Sales Managers
Marian Hanganu / Consult Blue
11 January 2010 </li></ul>How to make training work for your people
Background <ul><li>You are not satisfied with your team's performance
So, you hire a trainer </li></ul>
Story <ul><li>You hope training would change them
Hoping to do in few days what you should have done in years! </li></ul>
Yes, training is a function of management!
Your responsability!
Now, let's calm down... and talk <ul><li>Training works, but will not replace you
You do your part, the trainer should do his job and you will get PERFORMANCE! </li></ul>
So ... <ul><li>Be a manager and honestly evaluate your people!
Let them know your expectations!
Ask them to committ! </li></ul>
Tie the program to results <ul><li>Design a program to achieve results, not to check activities!
Make it last until you get results! </li></ul>
Prepare to win before you begin!
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Training And How To Make Training For Your Department V0.1

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There should be a plan when you hire a trainer. You should have a plan and execute it. It\'s your responsability, as sales leader!

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Training And How To Make Training For Your Department V0.1

  1. 1. <ul><li>A presentation for Sales Managers
  2. 2. Marian Hanganu / Consult Blue
  3. 3. 11 January 2010 </li></ul>How to make training work for your people
  4. 4. Background <ul><li>You are not satisfied with your team's performance
  5. 5. So, you hire a trainer </li></ul>
  6. 6. Story <ul><li>You hope training would change them
  7. 7. Hoping to do in few days what you should have done in years! </li></ul>
  8. 8. Yes, training is a function of management!
  9. 9. Your responsability!
  10. 10. Now, let's calm down... and talk <ul><li>Training works, but will not replace you
  11. 11. You do your part, the trainer should do his job and you will get PERFORMANCE! </li></ul>
  12. 12. So ... <ul><li>Be a manager and honestly evaluate your people!
  13. 13. Let them know your expectations!
  14. 14. Ask them to committ! </li></ul>
  15. 15. Tie the program to results <ul><li>Design a program to achieve results, not to check activities!
  16. 16. Make it last until you get results! </li></ul>
  17. 17. Prepare to win before you begin!
  18. 18. What gets measured ... <ul><li>… gets done! </li></ul>
  19. 19. 4 levels to measure up your training program <ul><li>How they felt during the program
  20. 20. What they've learned
  21. 21. What they apply
  22. 22. Results </li></ul>Douglas Kirkpatrick
  23. 23. 1) How they felt during the program <ul><li>Happy sheets – evaluation forms provided by the trainer </li></ul>
  24. 24. 2) What they learned <ul><li>Tests delivered weeks after the program </li></ul>
  25. 25. 3) What they use of it <ul><li>An observation program months after the training
  26. 26. Manager's own evaluation
  27. 27. Employee's own evaluation </li></ul>
  28. 28. 4) What are the results <ul><li>Very difficult assessment
  29. 29. Too many factors and variables
  30. 30. Requires a sophisticate program
  31. 31. It's worth doing it! </li></ul>
  32. 32. Conclusion <ul><li>Training is part of a plan - Your Plan!
  33. 33. You are in charge!
  34. 34. You should take ownership! </li></ul>
  35. 35. About the author <ul><li>Marian Hanganu is a training and consulting provider for some of Romania's biggest IT&C companies.
  36. 36. He works for www.consultblue.biz
  37. 37. His blog (in Romanian) provides fresh and valuable resources. </li></ul>

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