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Essential Training Skills for Managers
Today's manager lives in a world where change has attained Mach speeds. What holds good when you go home may not apply when you return in the morning to work place. Such a tremendous pace of change takes a heavy toll in terms of a dispirited and de energized workforce. World class products and services can only be produced by workforce which is highly energized. And a high level of energy is derived by a skilled and knowledgeable workforce with the right attitude. In this scenario keeping pace with the knowledge and skills for himself and of his people is the key to managerial success. An ongoing training is the answer. Each manager must ensure the up gradation of knowledge and skills at his level rather than wait for the elaborate process of need identification, evaluation and availability of trainer and schedules before any training can be implemented. Basic training skills are an essential repertoire of a successful manager. So how does one get started? The first step in any training process is your own Need Analysis. Who better than you as a manager of your department or team to identify the needs and plug the gaps. The needs analysis can broadly focus on three areas. 1. Knowledge Make a list of what is urgently required in any of the three areas listed above by your direct reports. The check list can clearly tell you what can be handled quickly at your end and what requires more specialized training by external sources. Identify major gaps in skills and knowledge that can be handled by you without outside help. Attitudinal areas may be more difficult to handle at your end and more specialized intervention might be required. Skill areas may be tackled easily by yourself or one of your team members who are skilled in the desired area. Your job is not to become a trainer full time. Look at problems which need immediate correction and focus only on them. For the more complex and long term change requirements go to your training department. Prepare a short one or two hours a week training program to correct the gaps. That is all it requires. You are on as a trainer. A manager as a trainer has the distinct advantage of not having to wait for the elaborate process of identifying training needs, setting up a training calendar and selecting the trainer etc. A quick intervention at your level can make a major difference to your productivity levels. Above all a good leader needs to be a good teacher and a trainer. R.G. Srinivasan is a Certified Trainer, Writer and Author with more than two decades of managerial experience. He writes a regular blog on management issues and resources at http://management-thoughts.blogspot.com
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Coaching Marketing Vs. Sales Marketing and sales co-exist and work in tandem beautifully if they are allowed to remain as separate entities coming together to achieve results:DRIVING REVENUE!!Marketing = SIZZLE ------ Sales = CLOSINGThe misunderstanding that marketing and sales are the same causes a downward spiral of events. Sales staff and managers become frustrated, productivity drops, turnover is high, and company image suffers. This "cycle of misunderstanding" perpetuates itself over and over again resulting in lost revenue.STOP THE CYCLE OF MISUNDERSTANDING!HOW?1) Understand that there is a difference between marketing and sales. What's The Difference? Marketing is associated with advertising, event planning, community involvement, getting your company name "out there", creating credibility, normally a "people pleaser" personality, with the primary focus on lead generation.Sales is associated with knowledge and understanding of the value of a lead, understanding the "selling cycle", a well documented sales process (and knowing how to use it), great qualifying questions, developing an atmosphere of trust with customers, listening more than talking, asking for the sale or the next step, great follow-up skills.The actual skill sets (not personalities) for each of these areas of expertise is different. Most companies evaluate potential sales staff on personalities NOT skills. A critical component in the hiring process should include a skill based evaluation. 2) When recruiting, define well in advance what position you are hiring for sales or marketing? Most companies' need both as a team working together.3) Eliminate untrained or unskilled staff from being involved in the recruitment process. The misconception about sales and marketing being one and the same runs rampant in all industries in all staff involved in the hiring process.Solutions:1) Develop a company profile to differentiate skill sets.2) Create a list of key questions designed to delineate the difference in skill sets of the sales person vs. the marketing person.3) Provide appropriate training to anyone involved in the hiring process to help them understand the differences to assure you are hiring the right person for the right position. 7 Ways to Cut Loose from Old Sales Thinking Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients. Successful Sales People Know Which Differentiators Matter Know where to focus. Not everyone evaluates product solutions with the same decision criteria. Sales Marketing: 10 Explosive Strategies To Amplify Your Sales Marketing is a skill. Once you master it, you can succeed in promoting any product or services online. Objections Are Buying Signals? Usually! How well do you handle objections? In Sales - Heres News You Can Use Here's an idea on how to make reading the daily newspaper a source for new selling ideas. Make it a point to identify at least one thing that you can use in your business whenever you read the newspaper. There is always great stuff in the sports and business section of most newspapers. Here are some examples. Sales and Closing Techniques One essential criteria of being a successful salesperson is the ability to be able to close a sale effectively. You don't have to be a salesperson to do this, yet you do need to put at least some of your focus on sales to be successful, whether it is yourself doing the closing or are someone you hire. After you have done the difficult part, which is prospecting, you need to close. This is not really hard but is the singlemost important step. The final close happens when you ask the prospect to make a decision. Selling and marketing, as you may have guessed by now, are actually 2 seperate things completely. Attitude Insurance Everyone knows the importance of having a positive attitude, especially in the health insurance industry. Even negative people say that they have a positive attitude. The 6 Secrets To Sales Success There is no magic pill, trick, teqnique, system or secret to success. However there are many beliefs and habits that will bring you the desired results that you wish to have. It is your choice to develop the appropriate beliefs and habits that produce the results that you wish to have. If you honestly are not happy with the results that you are having then you must change the actions, which are producing those results. The following are 6 of the habits, which I have found will rapidly accelerate your sales and income to heights, which only you will limit. Catapult Your Business?How to Get Customers to Chase You Instead of the Other Way Around I was thinking about the statement: 10 Blockbuster Ways To Ignite Your Sales 1. Sign-up to win web site awards. When you win, some award sites publish your web site link, name and description on their site. Sales Performance and Motivation: How to Get Your Edge Back Performance and motivation are like chocolate & peanut butter; the combination is better than either one alone. Motivation feeds successful sales performance, which in turn generates increased motivation, which encourages performance, and so goes the synergism of our days. Until one day... Boost Buyer Confidence By Assuming The Sale I saw something in town the other day that just really struck me as funny. Not only that, however, it really nailed home a strong lesson for me about how to make more money. Why ALL Sales Decisions Are Based On Emotion - Heres The Proof! Have you ever gone into a newsagent, picked up a magazine and flicked through the pages for a while, read the index, read some of the pages in the magazine? The Art of Backend Selling The art of backend selling How To Go Perpendicular In Your Sales Territory First and foremost are you thinking Strategically? "Do you have what it takes to do what it takes?" Why Salespeople Fail Since 1990 I have focused on the three primary barriers which affect the performance of salespeople:- Sell Yourself, As Well As Your Product When selling a product to a consumer, one of the things we tend to overlook, is that it is as equally important to sell ourselves. More Customers! Less Work! Wouldn't it be nice if there were an inexpensive method for creating more customers? There is! How Salespeople Can Create Immediate Believability And Credibility It pays to be specific. I believe that statement is true. If it is true, why do so many salespeople pepper their sales presentations with phrases of generalities? There are two primary reasons. One is habit and the other is instinct.
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