By pay I mean that it should lead to results – listings and sales made because your team attended training. Leadership is the necessary ingredient to ensure a return on the training investment.
A dangerous pursuit
For many years I have witnessed leaders and salespeople saying, “We need something new”. This is a dangerous pursuit. My experience with such people is that they have never effectively used the ideas they have, and will not do anything more if they were ever given anything new.
Good training is not about new ideas. For new recruits, pretty well every idea they learn at training is new – to them. But once people reach a certain level, they won’t hear many – if any – new ideas. For experienced people effective training takes the form of REINFORCEMENT – experienced people benefit mostly by being reminded of what they should be doing. After a time this becomes training’s main purpose.
You are the trainer
In professional speaking, there is something called The 3:1 Rule. This rule states that for every hour you present, you should spend 3 hours in preparation. It’s a good rule-of-thumb. Preparation leads to confident and dynamic presentations.
Never rely on video or audio programs to do your training for you. Over-reliance on