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Training and Mentoring Wanda R. Daniels HRM / 531 September 15, 2010 Freya Williams This communication is to talk about the new training and mentoring requirements that will be put into effect because of the current merger with EnviroTech. The current merge and reorganization of InterClean have created a need for training and mentoring for the new sales team. As employees begin to assume his or her new responsibility, the business requires training procedures to be set in place to help the new team member understand how to do his or her job and what the job requirements and expectations are. This training will equip the new sales team with the knowledge that they need to be successful salespeople. Training ought to develop according to the various requirements of the participants. This will discuss the needs of the new training and mentoring needs, objectives of the training and mentoring program, performance standards, delivery methods, content for training and mentoring, time frame, evaluation methods, feedback, and alternative avenues for those who need further development. The goal of the training is to give a proper and planned method to sales by all salespeople in support of the strategic plan of the business. Training programs in addition to mentoring programs are plan so as to obtain the most results. The primary objectives of the training are to increase the ability of sales personnel to generate sales, open and retain new customers and retain multi million dollar accounts. New training and mentoring needs: Training will allow the business to occur as one more effectively. The business’s new tactical approach, business focused knowledge is need more. Training will focus on these situations. OSHA training for regulations, environmental regulations, and sanitation standards will be given to the sales staff as it pertains to the specific business. The mentoring program will help the salespersons not familiar with the regulations. The sales staff from EnviroTech will work one-on-one with sales staff from Interclean to ensure that all sales personnel have the knowledge needed to perform his or her job to the best of his or her abilities. InterClean, Inc will manage a one-on-one mentoring agenda. This choice is an assortment where each junior salesperson will match to senior salesperson over a period of six weeks so that each new salesperson will learn from the senior salesperson, and ask questions as needed. This mentoring program will demand liability by both mentor and mentee. Strict meetings and evaluations will play a critical function in the accomplishment and further achievement of the program. The fundamentals of the mentoring program include the following: 1. Identification and matching of mentors with mentees. 2. Training for mentors, mentees, and managers of mentees. 3. Monitoring and accountability process development. 4. Measurement and evaluation of results and re-engineering as appropriate. Surveys and questionnaires will be used to recognize any areas for improvement. Training will be administered that would focus on interpersonal skills, the course will use written journals, resource guides, videotaping, and skills practice. Training occurs for mentors, mentees, and managers of mentees. Training courses will be brief and online resources will also be made available. Objectives of the training and mentoring program: (A) Improving ones selling techniques, training can assist sharpen selling techniques on a selection of levels (B) Overcoming the fear of cold callings – Training will be given to help reduce the fear and anxiety that comes along with the cold calls and provides actual steps for making better calls. (C) How to grow and develop a contact database. (D) When selling to multi million dollar accounts, develop selling approach techniques will be use. (E) Learn the basics for new sales manager – training can help boost the knowledge base of both new managers and experienced managers. (F) Obtaining tools to assess a sales team and potential salespeople – a manager needs good, objective feedback to ensure his sales team is headed in the right direction – sales training can help provide the team with the needed assessment tools. (G) For the employees to learn all the regulations needed to sell our products and services. (H) For the employees to have a better knowledge of proper customer service. This will allow the business to obtain new customers whereas still keeping a positive relationship with current customers. The goal in the program is to establish a relationship of trust and responsibility from the mentor and mentee. This program will allow employees who have more experience help those who need additional assistance. The program will also bring the employees closer together. This will allow the companies to successfully merge as one. Performance Standards: It must be about the individual, it can be assessed based on his or her team behavior, but most important on his or her work and behaviors. - Customer satisfaction - Maintain a professional attitude - Number of sales completed and meeting sales target - Actively growing leads and contacts Standards must be clear, understandable, and possible for salespeople to reach his or her target. These performance standards provide the employee with specific expectations for each responsibility. These performance standards tell the employee what a good job looks like. The sales staff must be customer focus, assume responsibility for ownership and customer needs, and make effective decisions both beneficial for the organization and customer needs when concerning the customer service part of the job. Delivery methods: All the one-on-one mentoring, lecturing, online seminar, and conferences will be held in a classroom environment. Content for Training and Mentoring: The training will first go over the basics of the two companies coming merging and what is expected. The training will also go over the basic knowledge that is needed. Training #1- (1 day) Introduction to Sales Training #2- (2 to 3 days) - Sales Boot Camp This is an introduction to sales, it builds successful sales team from the ground up, this is a new beginning for many salespeople. Training # 3- (1 day) - Developing strategic phone techniques. Develop effective selling basis vital to completing a sales each and every time. Training #4- (1 day) – Sales Skill – Negotiations, process and presentation Training #5 – 1 day – Email marketing emails – How to construct highly targeted emails that attract attention. Once the training portion is over with, the group will break up into smaller groups based on what additional training is needed. The mentoring will begin once the training is cover with. The mentors will have a mentee that they will assist. Time Frame: The training is very imperative to the business. As far as the time frame is concerned, I expect the training to last six weeks. The mentoring will last 3 weeks. I want to make sure that every employee has equal opportunity to learn the information needed to perform his or her job to the best of the ability. Evaluation Methods: Effective training clearly results in changed behavior, some of the questions to ask when holding a training session are, “How can we know if skills have improved as a result of training'" Evaluate learner's skill level after the training is over. If learners' skills did not increase, training needs adjustment. In many businesses, training budgets and the allotted time for training is slim. The process of evaluation should include participation in a training process. Ensuring that the training process is effective and valued may present challenges for a training program. Evaluating forms completed by participants at the completion of the training. “Post-test can be complete by participants a couple of weeks to determine if the training were applicable to his or her jobs, compare results of testing to sales success” (Givens, 2005). “Questionnaires/surveys can be complete in four to six months relating to his or her behavior on the job” (Givens, 2005). Feedback: Feedback is very essential to all employees. It allows the employees to know which part of his or her performance needs to be enhancing upon. It also allows the manager the opportunity to offer suggestions on how to improve. After the conclusion of the evaluations a meeting will be held with each individually employee. Results of the evaluations will be review. The employees would have the opportunity to voice his or her opinions about management, teammates, and projects. The results of survey and testing to improve future sales training session will be used. The objective of the feedback session is to improve the individuals work, so if additional training is needed, then the business will provide the additional training sessions. Alternative avenues for those who need further development: Adjust sales training and monitoring dissimilar individuals, constant training and monitoring individual results, the business can properly to assess sales training. If an employee is developing a tough time the business will have one-on-one training. accessible after all the training is accomplished. It is the objective of the business that with all the extensive training and mentoring programs offer the employees will have all the knowledge needed to make themselves and business successful in his or her effort. References 1) Givens, S. (2005, Sept). Training is the key to the success of mentoring programs. Retrieved from http://mentoring-association.org