Notes on Running Great Training Sessions

11:07 PM

NOTES FROM THE ULTIMATE SALES MACHINE

OUTLINE WHAT TO EXPECT AT THE TRAINING SESSION
An outline of what to expect prepares your team to be focused for the training.

Include:
1. What will be covered.
2. How long will it take.
3. How the information will be covered.
4. What is the objective of this particular session.
5. What skill/objective are you expecting your team to gain from this session.

CREATE AN OPEN, INTERESTING AND STIMULATING ENVIRONMENT
You will want to encourage an environment where team members can make comments, jokes and suggestions.

VISUAL AIDS
Always use visual aids in your training to significantly increase information retention.

ACTIVE INVOLVEMENT
Have the team members be actively involved in the training sessions i.e., role playing, sharing anecdotes, learning exercises.

TRAINING METHODS TO SUIT YOUR TRAINING MATERIALS
The Lecture Format
You talk. They listen.
The Group Questions Format
You present group with broad questions and ask for a show of hands.
The Group Discussions Format
You facilitate a discussion, requesting specific feedback from your team.
The Demonstration Training Format
Supervisor demonstrates how the team member(s) should perform the given task. After the demonstration, the supervisor solicits questions and probe to determine the level of understanding from the team.
The Role Playing Format
Helps each person automatically do what he's supposed to do even if he's rushed, challenged, or surrounded by distractions.
The Hot Seats Format
Are a highly effective method of improving skills by drilling down again and again on minute details until you drag out all issues, reservations, setbacks, mistakes, etc.
The Case Studies Format
People remember stories.
The Test Before and After Format
For every concept or skill you teach, develop a test on that area for the team. Have them take the test before the training and again after the training.
The Spot Quiz Format
Hand out a spot quiz at a weekly meeting. It's a way to ensure your training efforts stick.
The Workshop Training Format
The most powerful training you can do. I'll cover Workshop Training next.

Exercise:
What’s your training plan format of choice?

Carmen's Notes on The Ultimate Sales Machine by Chet Holmes

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