For example, off-topic discussion should be limited; harassment and spats should not exist and neither should employee complaints about material posted on NetworkWeb. In addition to avoiding negative discourse, the communications training should also focus on fostering positive discourse. The number of questions asked, and the speed and quality of answers given, should be an indicator of success of the communications training program.
3. To train executives, the first step should be an introductory session, perhaps in the form of a conference call. Executives could therefore be introduced to the system remotely, and be given an overview of its rational and function. The second training method should be hands-on training program. This should come in the form of a course that executives can access through the company intranet. They can work through the course on their own time (Kruse, 2004). This will provide more in-depth knowledge of how to use the NetworkWeb system.
To train the sales force on the system, the first step will be to introduce the system and especially the rationale for the system in regional sales meetings. By introducing it with all of the sales representatives for an area together, the notion of NetworkWeb as a teamwork-based tool is reinforced. When questions are answered, the answer is known to everybody, which is a parallel to how the NetworkWeb system will function, further evidencing its value. The second training method will again by the online training course. The reason for duplicating the online version of training...
It is therefore unreasonable to take them off the road for an extended period to conduct classroom training. The sales people will be able to fit the training in between sales calls, but instead complete it at their convenience. Taking sales people away from sales calls will alienate them, so it is best to avoid that. Furthermore, sales people respond best to a mix of classroom and remote training (Wickman, 1999), which these two methods would essentially constitute.
The communications aspect of the program is more esoteric in nature. It is harder to teach remotely than basic technical skills, therefore different training methods must be employed. The first of these would be a series of conference calls. These can be used to introduce basic communications skills and ground rules. These calls should be supplemented with one-on-one training from a communications professional. The issues with respect to training can be difficult to grasp, so individual training can help by allowing the trainer to spend as much time is needed on each subject, and extra time on areas where the sales rep is notably deficient.
Works Cited:
Kruse, K. (2004). The benefits and drawbacks of e-learning. E-Learning Guru. Retrieved November 12, 2009 from http://www.e-learningguru.com/articles/art1_3.htm
Wickman, F. (1999). The 11 principles of training salespeople. Realty Times. Retrieved November 12, 2009 from http://realtytimes.com/rtpages/19990825_salespeople.htm
