1. How to Train and
Energize Your Team

2. The Difference Between
Training and Coaching
Training
Used for skill-building
Introduces new or new-to-your-organization skills and behaviours
Used to set a foundation, establish wide-spread expectations and ensure a common ground
Coaching
Used to make training stick
Reinforces new skills
Used to follow up and maintain expectations
Help to integrate new behaviours

3. Is it a training or coaching issue?
Bob recently attended a training session on how to close a sale. After a couple of weeks, he is still unable to close a sale.
You’ve hired a new employee who is struggling with greeting customers.
You have noticed that Jane is providing incorrect information regarding the winery and region.
John who is at the cash does not appear to be encouraging customers to purchase extra bottles of wine.
A tour group has just arrived and Mary who is at the tasting bar is overwhelmed with questions from the big group.
Coaching
Training
Training or Coaching

4. Is it a training or coaching issue?
It’s November and your employees appear tired and uninterested.
Bill who has been with the winery for 5 years is uncomfortable asking customer’s personal questions.
A customer asks the associate what VQA means and the associate responds that he does not know what it means.
Jennifer has a habit of saying “yergunnahafta” to her customers.
An employee has asked you how to deal with upset customers.
Training
Coaching

5. Creating a Training Program
ADDIE
Analysis
Implementation
Evaluation
Design
Development

6. Creating a Training Program
Analysis
Analysis
Examine your winery
Identify your vision
Employee Gap Analysis
Performance Analysis Grid
Implementation
Evaluation
Design
Development

7. Creating a Training Program
Analysis – Employee Gap Analysis

8. Does the employee have adequate job knowledge?
Creating a Training Program
Analysis - Performance Analysis Grid
Does the employee have adequate job knowledge?
High 10 9 8 7 6 5 4 3 2 1 A
Motivation B
Tools C
Position D
Skills and Behaviours
Low High
Does the employee have a positive attitude (desire) to perform the job?

9. Creating a Training Program
Analysis
Analysis
Examine your training need
identifying what you want your training program to achieve
Implementation
Evaluation
Design
Development

10. Creating a Training Program
Design
Analysis
Designing the storyboard of your training program.
EnterTRAINment
I T’s the little things
Implementation
Evaluation
Design
Development

11. Creating a Training Program
Design - EnterTRAINment
The more active and engage the participants are,
the more they pay attention, and in turn, the more they learn.
Group discussion (both large and small)
Videos
Games 
Role play

12. Creating a Training Program
Design - It’s the Little Things
Always start with the housekeeping
Start with something interactive
Consider your transitions
Accommodate for any past training
Include a variety of training tools
Be flexible
Account for late start and longer breaks
Consider the fatigue factor
Keep it simple
Always make the 2nd half shorter
Run an activity after lunch
Restate the key concepts of interactive exercises
Make it relevant
Always include a little more content than you think you need
Always refer back to your goal

13. Creating a Training Program
Development
Analysis
Develop the content
Developing the materials
Worknooks
Flash cards
PowerPoint Presentations
Videos
Implementation
Evaluation
Design
Development

14. Creating a Training Program
Implementation
Analysis
EnterTRAINment
TalkJudo for training
It’s he little things
Implementation
Evaluation
Design
Development

15. Creating a Training Program
Implementation - EnterTRAINment
Passion & Attitude
Voice
Body language
Enthusiasm
Facial expressions
Your words
Remember, when you’re training, you’re on stage!

16. Channeling Your Personal Passion
What are you passionate about?

17. for Training Validate Confirm, Clarify, Continue Feel, Felt & Found
Re-focus
Avoiding negative language
Encouraging rule following

18. Creating a Training Program
Implementation - It’s the Little Things
Know your material
Smile
Use the room
Never ever run long!
Use participants names
Always refer to the participant materials
Don’t ask questions you don’t know the answer to
Practice, Practice, Practice
Listen
Use personal stories
Be flexible
Don’t rush activities
Always be early
Stay in control of discussions
Keep it relevant
Don’t preach

19. Creating a Training Program
Evaluation
Analysis
Evaluate
Formative evaluation
Summative evaluation
Smile sheets
Gap analysis sheets
Content retention quizzes
Sales numbers
Implementation
Evaluation
Design
Development

20. Connecting Training & Coaching Training Coaching
One-time event that introduces skills and behaviours
Large time commitment at the time
Does not occur on a regular basis
Coaching
Conducted on a regular basis
Short time period
Daily behaviours are assessed and improved
Based on a set of universally known and understood behaviours and expectations

21. Performance Coaching Review
Monthly WCO Mystery Shops
Prominently post a blank report
Celebrate the great scores!
Discuss the mystery shop, and don’t allow excuses
Coach the areas that need improvement
Be a Role Model
Make it a positive tool

22. Shift Starters Review Plan Less is More Keep it positive 20/80
BE ENTHUSIASTIC!

23. Training During The Busy Season
Focus on giving your employees the skills they need,
at the time they need it.

24. Re-energize Your Team
The most important role that you will have during this time is to Stay Positive!

25. 10 Tips for Keeping Employees Motivated Rotate Tasks
Give your employees more responsibilities  
Promote fun  
Implement small incentives  
Be a role model  
Create opportunities to learn  
Make time for each employee
Boost team spirit  
Be flexible  
Keep Coaching

26. The Power of Praise

27. How to Train and
Energize Your Team