Best Sales Management Training | Best Sales Training | How To Train Your Sales Staff And Apply The K
Hire for aptitude and attitude. Train for knowledge.
To be an effective trainer, you must first master the task. If you can’t do it, you can’t teach it, either. But, that doesn’t mean you have to know every- thing—or pretend you do. Too many managers try to hide their massive ignorance behind their slender knowledge. It’s like trying to hide an elephant behind a palm tree.
Employees figure out soon enough if you don’t know what you’re doing. You’re much better off let- ting them know you know it, too—and that you’re willing to learn. Be open about your ignorance; just don’t stay in it. Get training yourself. Read, observe, and ask questions. Do your homework.
When you’re ready to tackle a training session, follow these simple steps:
Prepare to present. Think through the process. Break it down into simple steps. Approach it from the point of view of someone new to the task. Jot key steps on a 3×5 notecard. (If you can’t fit the information on a 3×5 card, you haven’t made it simple enough.)
Rehearse. No matter how well you think you know the process, you need to practice explaining it. Mentally go through the steps several times.
Prepare to demonstrate. Work through the process several times. If possible, work on the same equipment your employees will be using when you train them. Then, you’ll be ready to show while you tell; your presentation will be much more effective.
Apply the KYHO principle. That stands for Keep Your Hands Off. After you demonstrate the process, step aside and let your employees do it. Answer questions. Give prompts. But, keep your hands clasped firmly behind your back.
Here are three bonus tips for being an effective trainer:
Remove the distractions: If possible, get every- body away from phones, beepers, and pagers (including your own).
Respect their intelligence: Your employees may be ignorant about the process, but assume they’re as smart as you are. Don’t talk down.
Build on what they know: The voice mail system may be new, but they know what a telephone is. Find out where they are and take them to the next step.
“They haven’t learned it until they can do it without you.”
