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| Train The Trainer |
Having someone in your organization
that is an expert on total cost can be extremely beneficial
in today's business environment. Not just for training
your own people, but for using this expertise with the
customer to penetrate and retain key accounts. The Train
the Trainer program was developed to help create this
expertise quickly and effectively, while minimizing the
costs associated with training a sales force.
The training seminars Underhill & Associates conducts
provide a tremendous amount of information on how to document
and sell the value a supplier provides to their customers.
And while our customers find them extremely advantageous,
some participants find it difficult to remember everything
when it comes time to apply it. Additionally, many of
the concepts cannot be used with actual company examples
because of the inability to immediately utilize it with
customers before advancing to the next step.
The obvious fix is to spread the training out over a number
of days. But this can make the cost of the training prohibitive.
What companies need to overcome these issues is to have
the knowledge and tools in-house to do the training themselves.
That's where the Train the Trainer program creates its
own value. The program comes with a trainer's manual and
three electronic copies of the slides used in the video:
Developing a Unique Selling Proposition.
The trainer's manual walks the user through each slide
within the video series. It outlines the objectives and
main points of these slides, and offers suggestions for
examples or exercises to use during the training. By itself,
it can provide a tremendous amount of details for training
the trainer, and valuable tools during the process of
training the sales force. But when used in conjunction
with the video series, the trainer training process can
be further enhanced. Allowing the trainer to become proficient
sooner.
But the program does not provide just the knowledge needed
to train. It also includes the tools. That is the slides
and exercises found in the video, as well as a number
of cases not included in the video series. The slides
come in 3 different formats:
1. Workbook Format:
allows the trainer to print workbooks similar to those
provided with the video or custom-made handouts. This
format shows a picture of the slide in the upper half
of the page, leaving the lower half for user notes. Additionally,
when the video shows pages that were previously shown
to remind the participants of a point covered, small copies
of that slide are included and referenced.
View Trainer Format
2. Presentation Format:
includes professionally built PowerPoint slides with animations
for maximum effect. The slides provided follow the workbook,
but sometimes require several slides to work though a
single page in the workbook effectively. As such there
are approximately 10% more slides than pages in the workbook.
View
Presentation Format
3. Trainer Format:
is built specifically for the trainer. Each page comes
with notes describing the purpose and information to discuss
with the participants. Space is provided to allow the
trainer to add his or her own detailed notes, ideas and
examples to ensure the training is effective.
View Print Format
To further facilitate the process, a 12-step lesson plan
was developed around 4 hour modules. These modules include
the pages for the trainer to cover and discussion time
around the homework assignments. These homework assignments
tie the training to real life situations, allowing the
sales force to learn and achieve results simultaneously.
And with the training spread out over several weeks, it
allows people to learn in the most effective manner. |
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