Download presentation
Presentation is loading. Please wait.
1
Build business success with training
What is business success? Gain new customers Retain existing customers More business from existing customers More satisfied customers Better profit margins
2
Business success and people
Not productive? Need new people? This costs money - more money than you realise Can you make them more cost effective? ie better value for money
3
People Business success and
People take up most time People Customers: demanding, difficult, needing answers, sorting out problems (sometimes due to staff) Employees: need reassurance, instruction, direction, guidance, correction
4
Confidence/Competence 2
grid + Confidence/Competence High Confidence Low Competence High Adapted from: Leadership and the One Minute Manager
5
Knowledge, skills attitude
How does training fit into business success? Knowledge, skills attitude Business success and KSA pie Knowledge Skills Attitude
6
How do you identify these?
Identify KSA Job description with results with standards Person specification specific not generic behaviour not personality
7
Knowledge for business success
Knowledge for business success – induction training points singly Induction training for Your products, services Your in-house procedures Your customers Your values, strategies etc The big picture
8
Skills for business success
8 Skills for business success Skills for business success points singly Technical skills Management skills People skills
9
Management Skills Audit
9 Management Skills Audit Management skills audit - how points singly Across very different disciplines Across different levels of responsibility Identified common skills Built strong teamwork across departments
10
Management Skills Audit
Management skills audit - what Time (self) Time (others) Meetings Supervisory Teams Projects Scales: A D Importance within job Competence / confidence
11
People skills for business success
11 People skills for business success People skills: sales accompaniment assessment points singly Sales coaching tool objective behaviour based linked to training
12
Sales coaching Finding Needs Factual questions Problem questions
12 Sales coaching Sales coaching 1 points singly Finding Needs Factual questions Problem questions Problem effect questions Commitment questions Buying criteria questions
13
Sales coaching Selling Benefits Giving information Features Advantages
13 Sales coaching Sales coaching 2 points singly Selling Benefits Giving information Features Advantages Benefits
14
Sales coaching Objections / Closing
14 Sales coaching Sales coaching 3 points singly Objections / Closing Acknowledge, check, turn into a question Isolate Answer Close
15
Attitude for business success
15 Attitude for business success Attitude points singly You are the role model - Do you want clones? - Do as I say, not as I do? Use coaching and mentoring for your employees – and yourself!
16
Build business success with training
16 Build business success with training Build business success with training Now you know how and why You can make it happen! Any questions?
Similar presentations
![Mentor Team Program [name of home] Mentor Team Program [name of home] Mentor Team Program.](/22/6347952/big_thumb.jpg "Mentor Team Program [name of home] Mentor Team Program [name of home] Mentor Team Program.>")
