Why do many product sales training programs fail, despite providing the right information to their learners? Where does the problem lie? Well, they are not based on adult learning principles. Many companies often focus on the content to be delivered to their sales staff, but only a few design their programs based on adult learning principles.
Recently, a sales rep of a mortgage company visited me. I told him I was looking to buy a property in downtown Hyderabad and wanted to know about his company’s products. The rep explained the various products of his firm very clearly and detailed how they were better than those of his firm’s competitors. I liked one of the products and purchased it. The salesperson also offered me a loan protection insurance product which was highly aligned with my needs, and I bought it – another successful cross-sale for the skilled sales rep.
For many years, Pharmaceutical companies followed a fully integrated business model, where they handled every aspect of their business, right from R & D to commercialization. However, the marketplace is undergoing ‘huge changes’ according to a whitepaper published by PwC titled, “Pharma 2020″. The 2009 report indicates that by 2020, the traditional business model will not be able to meet the market needs and generate profits. The report predicts that there would be two main business models that will emerge.
As a compliance training manager, you face a different set of challenges compared to other training managers. You have very important issues to consider – the environment in the workplace, relationships with third parties and partners, and compliance with your industry specific laws and regulations.
I hated every minute of training, but I said, “Don’t quit. Suffer now and live the rest of your life as a champion.”
- Muhammad Ali
Are you implementing an Enterprise Resource Planning (ERP) system? How can you get the best value for the money and efforts spent on the implementation? What does it take to ensure that the system is a big hit? Well, you need to focus on a vital aspect – training your end users.
The senior vice president (SVP) of a consumer electronics firm is mulling to enhance the efficiency of its sales people. The product training manager of the company has a good idea – provide the sales staff iPads, so that they can get good just-in-time (JIT) support which helps them perform better. But, the SVP rejected the idea stating it would cost hundreds of thousands of dollars. The product training manager was disappointed.
Medical care providers can face serious consequences if their staff members resort to unauthorized use of confidential patient data. These organizations need to adhere to the Health Insurance Portability and Accountability Act (HIPAA), and failure to do so could result in hefty fines and imprisonment. (Source: HIPAA Violations and Enforcement). So, how can you ensure that your people comply with the rules prescribed by the HIPAA? Well, you need to train them effectively to prevent costly breaches of the law.
A competitive world offers two possibilities. You can lose. Or, if you want to win, you can change.
- Lester Thurow
These words are not only applicable to our personal lives but also to today’s highly competitive corporate world.We know that technology has been changing very quickly here. From paper files on a desk to desk-top computers, computers to laptops, laptops to tablets… Not only hardware, but also the software. As rightly said by Alan Watts, “The only way to make sense out of change is to plunge into it, move with it, and join the dance.” Yes, unless you adapt and upgrade to the changes, you cannot stay in the competition. Being current is crucial to survive here.
Many a time, different teams such as marketing, sales, and customer service bring in their own ideas to product training programs. The product training manager needs to “reconcile” the views of all these teams to develop a good training program. Today, we will look at a few very useful tips needed to take the various teams along.
Training – a word that is met with scorn by most product managers. Most product managers simply fail to acknowledge that proper training is an integral part of the product management process. According to a research by Corporate Visions, only 38% of companies conduct formal product training programs.