I see in my company there are hardly any retraining sessions given to employees. Retraining here means sessions given after the first session of the training.
Most of the workforce here includes sales and marketing people. Now another thing which comes to mind is - do the sales guys really need retraining. IF yes then what kind of training we can give which could be in company's benefit also. Give your views.
From India, Delhi
10Most of the workforce here includes sales and marketing people. Now another thing which comes to mind is - do the sales guys really need retraining. IF yes then what kind of training we can give which could be in company's benefit also. Give your views.
From India, Delhi
DEEPALI,
THE follow up to the main training is called
retraining or refesher courses.
HERE ARE SOME FOR SALESPEOPLE.
Human Relations in Selling
Planning of Sales
Time Management
Prospecting New Clients
opening the Sales
customer Relations
Sales Presentation
Customer Servicing
Sales Negotiation
Persuasive Selling
Sales Communication
Psychology in Selling
sales Counselling
Probing Techniques
Consultative Selling
Handling of various Types of customers
Handling Objections
Building Goodwill
Organisation of your daily work
Listening Skills
Setting Goals
Telephone Techniques
Selling Benefits
Competitor's Knowledge
Pre‑call Planning
YOU SHOULD PICK THOSE ELEMENTS, WHICH ARE YOUR
PRIORITIES AND WORK ON THEM.
HOPE THIS IS USEFUL TO YOU
REGARDS
LEO LINGHAM
From India, Mumbai
THE follow up to the main training is called
retraining or refesher courses.
HERE ARE SOME FOR SALESPEOPLE.
Human Relations in Selling
Planning of Sales
Time Management
Prospecting New Clients
opening the Sales
customer Relations
Sales Presentation
Customer Servicing
Sales Negotiation
Persuasive Selling
Sales Communication
Psychology in Selling
sales Counselling
Probing Techniques
Consultative Selling
Handling of various Types of customers
Handling Objections
Building Goodwill
Organisation of your daily work
Listening Skills
Setting Goals
Telephone Techniques
Selling Benefits
Competitor's Knowledge
Pre‑call Planning
YOU SHOULD PICK THOSE ELEMENTS, WHICH ARE YOUR
PRIORITIES AND WORK ON THEM.
HOPE THIS IS USEFUL TO YOU
REGARDS
LEO LINGHAM
From India, Mumbai
hello Mr. Leo,
i think you have the exact answers to my questions, exactly what I look for.
Thanks alot.
But still I would like to know more about practical aspects. what you have given are more on behavioral aspects.
dips
From India, Delhi
i think you have the exact answers to my questions, exactly what I look for.
Thanks alot.
But still I would like to know more about practical aspects. what you have given are more on behavioral aspects.
dips
From India, Delhi
hey,
Retraining is provided either to bridge the gap between the training provided and if the desired result is not achieved during the actual performance at the job... also to update the trained employees with any additional skills (enhancement)...
if the retraining is to bridge a gap; frequent retrainings could mean one of the two things:
1) the training is not effective (it is unable to achieve its objective)
2) if only few trainees require refresher course or retraining as compared to the others who have undergone the same training we need to assess the trainees... the deficiency may be in the trainees or there could be a problem in the training need identification..
especially for sales and marketing people.. there is a need to keep them frequently abreast with the changing market conditions and new skills... retraining could provide them with the competitive edge... but again it goes with out saying that only relevant retraining should be given...
care should be taken that retraining provides value addition and not just another run of the mill training that they have already been to or know of...
it may seem obvious.. retraining if not made interesting or the trainees not shown the value proposition associated would question y would they have to go thru it as they have already been thru a similar training session....
warm regards
-anjali
From India, Agartala
Retraining is provided either to bridge the gap between the training provided and if the desired result is not achieved during the actual performance at the job... also to update the trained employees with any additional skills (enhancement)...
if the retraining is to bridge a gap; frequent retrainings could mean one of the two things:
1) the training is not effective (it is unable to achieve its objective)
2) if only few trainees require refresher course or retraining as compared to the others who have undergone the same training we need to assess the trainees... the deficiency may be in the trainees or there could be a problem in the training need identification..
especially for sales and marketing people.. there is a need to keep them frequently abreast with the changing market conditions and new skills... retraining could provide them with the competitive edge... but again it goes with out saying that only relevant retraining should be given...
care should be taken that retraining provides value addition and not just another run of the mill training that they have already been to or know of...
it may seem obvious.. retraining if not made interesting or the trainees not shown the value proposition associated would question y would they have to go thru it as they have already been thru a similar training session....
warm regards
-anjali
From India, Agartala
hi,
you are quite true. lets take ahard situation, a new exec has been given the training for all the things , he has his posting in another city. he works there for six months . his performance is average, meanwhile there are no new trends emerged in that particular sector, company also has no new plans in near future. I mean to say everything is same as it was earlier, again now do we need to provide a training now. even if the conditions remain same for next two years,,,,,,,
dips
From India, Delhi
you are quite true. lets take ahard situation, a new exec has been given the training for all the things , he has his posting in another city. he works there for six months . his performance is average, meanwhile there are no new trends emerged in that particular sector, company also has no new plans in near future. I mean to say everything is same as it was earlier, again now do we need to provide a training now. even if the conditions remain same for next two years,,,,,,,
dips
From India, Delhi
DEEPALI
REFRESHER / RETRAINING COURSES FOR SALES
REFRESHER courses are a must for salespeople, provided the
company can afford it.
The refresher courses are not just standup and delivery
sessions. It provides multi purpose benefits to the
individuals as well as the company.
-first, salespeople don't remember everything what they
learn, at the first training programs.
-there is a need to fine tune skills frequently.
-there is a need to update skills regularly.
-bonding session for the salespeople, who are out in the
field most of the time.
-teambuilding opportunity.
-meeting HO personnel, to sort out oustanding problems.
-discussing exceptional sales cases.
-new product introduction by marketing team.
-new applications for the current products.
-new sales strategy
-new customer servicing strategy
-KEY ACCOUNTS REVIEW / STRATEGY
-product training by product managers.
-sales director address to the team.
-marketing director address to the team.
-pricing / trading terms discussion.
-changing market situations, which is never static.
-competitive situation
-new competitors/ how to manage them in the field.
-case studies discussion.
-new merchanding procedures.
-sales tactics for the current year.
-recognition of outstanding performers
etc etc.
THERE ARE MILLIONS OF THINGS YOU CAN DO,
IF YOU WANT TO DO, BECUASE THE MARKET IS
NEVER STATIC.
REGARDS
LEO LINGHAM
From India, Mumbai
REFRESHER / RETRAINING COURSES FOR SALES
REFRESHER courses are a must for salespeople, provided the
company can afford it.
The refresher courses are not just standup and delivery
sessions. It provides multi purpose benefits to the
individuals as well as the company.
-first, salespeople don't remember everything what they
learn, at the first training programs.
-there is a need to fine tune skills frequently.
-there is a need to update skills regularly.
-bonding session for the salespeople, who are out in the
field most of the time.
-teambuilding opportunity.
-meeting HO personnel, to sort out oustanding problems.
-discussing exceptional sales cases.
-new product introduction by marketing team.
-new applications for the current products.
-new sales strategy
-new customer servicing strategy
-KEY ACCOUNTS REVIEW / STRATEGY
-product training by product managers.
-sales director address to the team.
-marketing director address to the team.
-pricing / trading terms discussion.
-changing market situations, which is never static.
-competitive situation
-new competitors/ how to manage them in the field.
-case studies discussion.
-new merchanding procedures.
-sales tactics for the current year.
-recognition of outstanding performers
etc etc.
THERE ARE MILLIONS OF THINGS YOU CAN DO,
IF YOU WANT TO DO, BECUASE THE MARKET IS
NEVER STATIC.
REGARDS
LEO LINGHAM
From India, Mumbai
hey,
with due respect to the views expressed in the previous post i would like to disagree on some points..
first let me totally second the view bout
but few other points mentioned refer more to team briefings and meets than a refresher course or retraining... for eg;
-anjali
From India, Agartala
with due respect to the views expressed in the previous post i would like to disagree on some points..
first let me totally second the view bout
but few other points mentioned refer more to team briefings and meets than a refresher course or retraining... for eg;
-anjali
From India, Agartala
RETRAINING
Refresher courses are always blended with
-some theory refreshers
-some new materials
-some in house programs
etc etc
I have done these over
-number of cos
-number of industries
over the last 25 years.
regards
LEO LINGHAM
From India, Mumbai
Refresher courses are always blended with
-some theory refreshers
-some new materials
-some in house programs
etc etc
I have done these over
-number of cos
-number of industries
over the last 25 years.
regards
LEO LINGHAM
From India, Mumbai
Hei everybody,
Sales training and retraining !
"""first, salespeople don't remember everything what they
learn, at the first training programs.
-there is a need to fine tune skills frequently.
-there is a need to update skills regularly. """
It is not sales alone who needs fine tuning of skills. Everybody needs!
Other than all those routine matter mentioned (like discns with HO, new product strategy etc etc), sale needs training on certain basic matters, may be once a year, depending on the organisation. They are:
Negotiation skills
Key Account management
Large contract management and closure
Presentation skills
and many more
But last but not the least - the subject of today's world - "customer delight"
Thanks
Bala
From India, Madras
Sales training and retraining !
"""first, salespeople don't remember everything what they
learn, at the first training programs.
-there is a need to fine tune skills frequently.
-there is a need to update skills regularly. """
It is not sales alone who needs fine tuning of skills. Everybody needs!
Other than all those routine matter mentioned (like discns with HO, new product strategy etc etc), sale needs training on certain basic matters, may be once a year, depending on the organisation. They are:
Negotiation skills
Key Account management
Large contract management and closure
Presentation skills
and many more
But last but not the least - the subject of today's world - "customer delight"
Thanks
Bala
From India, Madras
hi,
agreed to most of the points.
NOw , Mr. Leo. i am again confused, these terms sound good and i wish i could propose most of them to the management , but i have to give facts about what could be the ROI's for these trainings.
Because sles people are most of the time out of the office, far from headoffices, multilocation, so doesn't these training hamper their daily training.
Actually, these sales and marketing people in my company have worked and working only and only sales. I found that things like trainings and retrainings are hardly a matter of their concerns and everybody , be it a junior ar asenior are running after increasing sales and business.
So, firstly analysing the need for training and then the process, not hamper it. Then what should i do make management turn their attention towards this...
Here i would again like to tell that i have recently joined this comapny and am the only person in HR. Secondly my company is going for mass expansion. So recruitment is also going on...
dips
From India, Delhi
agreed to most of the points.
NOw , Mr. Leo. i am again confused, these terms sound good and i wish i could propose most of them to the management , but i have to give facts about what could be the ROI's for these trainings.
Because sles people are most of the time out of the office, far from headoffices, multilocation, so doesn't these training hamper their daily training.
Actually, these sales and marketing people in my company have worked and working only and only sales. I found that things like trainings and retrainings are hardly a matter of their concerns and everybody , be it a junior ar asenior are running after increasing sales and business.
So, firstly analysing the need for training and then the process, not hamper it. Then what should i do make management turn their attention towards this...
Here i would again like to tell that i have recently joined this comapny and am the only person in HR. Secondly my company is going for mass expansion. So recruitment is also going on...
dips
From India, Delhi
Community Support and Knowledge-base on business, career and organisational prospects and issues - Register and Log In to CiteHR and post your query, download formats and be part of a fostered community of professionals.
Sales Report 2016 one.xls
Top 10 problems with most Sales people.zip
Performance appraisal for sales exe.doc