Psychological training: how to choose your own? Which training is better: corporate or open? What is the best training.

At a petrochemical plant in one of the Siberian cities, sales began to fall, and the management decided to organize a series of trainings for sales managers. We selected a training company that agreed to conduct one lesson for free, but with the condition that if after it sales increase by 24%, the plant concludes an agreement for the entire series of trainings. After the first lesson, sales did not increase. Management began looking for a new training company. Probably, the training company was chosen in a hurry, and therefore lost sight of several important nuances.

Natalia Prokhorova,

CEO, Corporate Development Center

In this article you will read:

• How to choose a training that will be really useful
• How to Evaluate Sales Technique Training Before You Buy It

How to choose a training sales technique that will be effective for the team? What are the signs to understand that the training will not be useful for your salespeople? Today, these questions are relevant for almost every company.

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If you do everything yourself, employees will not learn how to work. Subordinates will not immediately cope with the tasks that you delegate, but without delegation, you are doomed to time pressure.

We published in the article a delegation algorithm that will help you get rid of the routine and stop working around the clock. You will learn who can and cannot be entrusted with work, how to give the task correctly so that it is completed, and how to control staff.

Send letters to training companies

To evaluate the training before buying it, indicate in the letter that you are looking for a company that will provide high-quality training in sales techniques for salespeople. Briefly describe what your employees are doing well and what is not, indicate the goals of the training. At the end of the letter, ask for offer(with preliminary course program).

What will you get and what conclusions will you draw. Based on the answers, you will understand whether the company will be able to present a version of the program that takes into account your specifics. You do not need to be trained in standard variant. Those who will make offers like “tell me what price others are asking you, and we will offer you cheaper”, immediately weed out.

The size of the company and its office does not matter

It doesn't matter if you apply to a large or small company. Often it is in small companies that the most professional trainers (they work more, contact clients themselves, listen to their wishes and feedback).

How to proceed: visit the office of the company and evaluate how they work there. The office does not necessarily have to be large, but it must be beautiful and comfortable for employees and potential clients. Evaluate how quickly the secretary answers the call, how quickly he switches to the right specialist. See what information is posted on the company's website, how often it is updated. If the information is out of date, the customers are not taken care of.

Get Sales Technique Training Feedback from Real Clients

If all employees participated in the training with pleasure, few will raise their hand to write on the company's website that the training was empty and did not lead to the desired result. To make sure that the training company offers a quality product, talk to its other clients. This will help you choose a training that will be really effective.

How to proceed: talk to commercial director or the head of the sales department (sales). Even if they did not personally participate in the training, they can always say whether the classes brought any result or not, since they operate with numbers. In addition, they will tell you which of the training participants you can talk to. Get from the participant a specific answer to the question of what the training gave him personally and his colleagues. For example, ask: “What skills did you use at work after the training?”.

Rate how you are being heard

There are no standard training programs that would be equally suitable for solving the problems of different customers. Even if 80% of the training program on sales techniques remains unchanged, at least 20% are adjusted in accordance with the objectives of a particular company. Try to see if the training firm can develop a program that will give you the results you want.

What to look for: are the representatives of the training company interested in the specifics of your business, its problems, that is, are they trying to form an individual request. And most importantly - they listen to you or talk more about themselves. Ideally, company representatives should talk 10% of the time and listen 90% of the time.

Additional Information. You should be wary if the training is touted, but the price is low. This is not a reasonable discount, namely dumping. A self-respecting company will never take such a step, because it values ​​its time and intellectual work.

How to choose a training: business experience is required

Classical psychological education and long experience as a psychotherapist is not yet a sign of professionalism. If the coach has no experience in real sales, the result will be low.

• Sales training: what you need to know before starting

Action: Ask company representatives which of their trainers have worked with clients in the same industry as your organization. If there is such an employee, this is an important advantage for him. The best option- when the trainer has conducted at least 4-6 trainings for organizations similar to yours.

Evaluate the Sales Techniques Training Program

A reputable training company (and individual trainers) usually has a fairly wide range of programs. These programs are carefully worked out, there are methodical recommendations. Study these materials. The optimal ratio of theory and practice is as follows: a maximum of 20% theory and a minimum of 80% practical training.

This will allow you to understand how the training material fits your needs. Evaluate whether the exercises are united by a single task, whether the games are related to the professional activities of the participants.

• Standard contract for the provision of services: a sample with expert comments

Ask about possible learning outcomes. If the coach begins to give clearly unrealistic promises that sales, for example, will increase by 40%, and conflict in the team will decrease by 30%, this is a reason to be wary.

If the issues are resolved in working order, training is not needed. Generally.

Another thing is if some task is already such a long task that it is already a problem. The tap is leaking for a year, the staff is stealing, the husband is cheating, there is no work for half a year, women ignore charisma ... "And the caviar does not go down the throat, and the compote does not pour into the mouth." Obviously, outside help is needed. Or just a kick in the ass. And this is where training comes in handy.

It may be more useful to consult a specialist, but here we are talking about trainings. By the way, consultants often recommend trainings. specific. Under task.

All trainings have a drawback - people choose them themselves. So - sometimes they make a mistake with the door. Every training has its own goals and objectives. And no matter how flexible the trainer is, it is not always possible to teach the participant how to write a resume correctly in cutting and sewing courses. We want to be given exactly what we need. Therefore, you need to choose the right training.

What do you need to decide? What problem are you going to solve with the training. Or what goal to achieve with it. Stop being afraid of the audience, learn to control your weight, become a great negotiator, competently recruit staff ...

By the way, it is worth remembering that the tasks of the trainings are educational. They don't cure, they teach. Practice skills. That is why the most correct questions when choosing a training are “What do I want to be able to do?”, “What do I want to learn?”. However, there are trainings where consultants are trained. There you can solve your problems. Along the way.

After choosing a task, evaluate it. Decide how much you are willing to pay for its solution. Money, time, other resources. Because for the sake of some trainings it is not a sin to fly thousands of kilometers. And it’s a pity to spend even weekends on others.

Then you can start searching. The Internet is here to help. You can search for training in your city. It is possible - all over the world. The radius is set by how much you estimate the need for the corresponding skill. Sometimes, by the way, it turns out to be more reasonable to invite the right coach to your city than to go to him.

In the network of information in bulk. It is rare that a trainer or training center cannot afford to maintain their own website. Just get in search engine and search by keywords. For example: "Uryupinsk training dating seduction." There will be many links.

Reviews of the trainings I have taken can be found in my Training Guide.

Then simply choose according to the parameters that are important to you. For some, the gender of the trainer is important, for some the absence of the word “manipulation”, someone is guided by price, for another it is important how much training is on the market. But this is worth talking about in more detail.

Who is at the helm?

Personally, I usually care who will lead the training. I would like the coach to be an experienced person. And in terms of coaching experience, and in life. The coach must be at least somewhat more successful than me. Not necessarily everything. Yes, and it's difficult.

I look at the photo of the coach. I'm reading a coach's resume. I get acquainted with his articles and books, if any. I wonder how he communicates in forums or blogs. I'm looking for feedback on him and his training. Sites like Odnoklassniki are also good. And if you're lucky to talk with graduates - it's just a holiday! A lot becomes clear.

Some coaches arrange presentations of their programs - it is useful to attend.

What is the price?

I will not lie that the price of training is not important for me at all. However, I love getting more for less. But I always strive to view training fees as an investment. I invest to receive.

You can pay a thousand euros if you know how to get ten with the help of training. However, two will also work. The effect can be anything. In health, in improving relationships, in self-esteem, in professional skills, in improving working conditions, in income, finally. If desired, all this is easily expressed in numbers.

The figures also express other training costs. Time, road, accommodation, refusal of other trainings, missed opportunities to work on your own.

In a word, it is important not how much participation in the training costs, but how the price of the training correlates with the price of solving your problem. And the more you earn, the better this ratio becomes.

What are they teaching?

This is, of course, the very first question. But besides the promised knowledge and skills, I am also interested in what technology is the basis of training. NLP, hypnosis, psychoanalysis, stalking, gestalt therapy, holodinamics, “Nanai boys' struggle”, psychodrama, acting skills?.. At one time I purposefully studied at trainings built on technologies that were unfamiliar to me. Yes, I still try new things.

Sometimes it happens that the technology is so interesting that even the personality of the presenter seems not so significant. Then I go without looking. But this is already my coaching professional deformation.

Separate food

If you go (or plan to go) to trainings often enough, you should remember that not all trainings go well with each other. Hard confrontation training doesn't really fit in with empathy training. NLP training doesn't go well with explosive personal growth training. Mindfulness training is the opposite of trance training.

Those. all of these are well absorbed separately. And even one person. But it is important to remember that every training has a trail. And it takes time to build new habits into life. And while they are embedded, they are vulnerable. Therefore, it is better not to study something opposite at this time.

What goes well? The trainings of one course are ideally combined. They are often called steps, segments, cycles. They complement each other, reinforce and build on each other. Well, as a rule, the programs of the same trainer are combined. By the way, I prefer to go through everything with the coach I like. Or at least the maximum. If the trainings are not combined, the trainer will warn you.

In any case, I try to give myself a break after learning. Or after a workout. Or after the course. But after the course, the pause is longer. Thus, the benefit is maximized.

What to expect from the training?

We learn, hoping to get a return. What are we entitled to hope for? For major changes in your life? For tenfold income? To the sudden attraction of those around us? There are some patterns.

Firstly, the effects of the very first training in life are inevitably brighter than the results of the last one. The simplest metaphor. If the car has a punctured wheel, no gas and stained windows, a miracle is easy to do. They replaced the wheel, filled the tank full, wiped the windows and - lo and behold! The driver is up! The car has gone! Thank you Great Mage! What if the car is running? Then the finest adjustment "only" will improve some running characteristics, reduce wear and fuel consumption. Well, of course, but not a miracle.

Secondly, even the most advanced technologies dramatically improve your life only when you use them. And preferably regularly. And rarely what kind of trainings provide absolutely automatic embedding of the skill. We must use. We must train. Must be applied regularly. "You can lead a horse to water, but you can't make him drink."

Thirdly, a person is too complex a machine to really change a lot in him during the training. Training can be perfect, but don't expect speed reading training to change your entire life. Something will change. And the changes will be significant. There are millions of programs in our unconscious. And even after the best training in our lives, we are still us. Still people. But that's probably a good thing.

For what?

The fashion for training did not arise by chance. Experts predict an increase in the number of training companies, the number and variety of trainings. How effective this teaching method is can only be judged by those who themselves periodically go through them.

Although it would seem: why go to training if you have a good education behind you, a lot of skills have already been acquired? But constant self-education is exactly what distinguishes a good specialist from just a conscientious worker. And the training most fully meets the request: quickly gain skills in a particular area. Here they will not be loaded with history and theory of the issue, but will present important and necessary "squeeze" and will try to consolidate the newly acquired knowledge and skills during role-playing games.

It so happened that man is a herd animal. And therefore, he learns skills well during collective classes. There is a spirit of competition in any training, despite the fact that there are no grades, as well as there are no right and wrong answers to tasks. But such is our nature, which makes us strive forward to become the best.

Business education is in high demand in Volgograd. For this reason, training companies are expanding the range of training programs. Sales managers were the first to understand the benefits of training. After completing a program such as "Technology effective sales' or 'Skills business communication”, salespeople noticed how much easier it became for them to work, because the basis of any training is the postulate “Understand others and make yourself understandable”.

Following the sellers, leaders and owners of private firms began to pay attention to short-term, but very useful education. After all, in order to survive in a competitive environment, a private trader needs to somehow compare favorably with partners so that customers go exactly here, and not to a neighboring office. In addition to the variety of services, goods, etc. there are moments that seem to be irrelevant, but affecting the development of the business. These are, first of all, the skills of competent communication on the phone, the skills of conducting business negotiations, mastery of oratory and acting. It is equally important to be able to manage your time, effectively interact with subordinates, be able to prioritize and motivate employees for fruitful work. Owning all of the above allows you to make your business successful.

What is the best training?

Just like that, from “nothing to do”, they don’t go to trainings, because there will be no benefit. You need to be clear about what you want from the training. By answering this question, you can already decide on the topic. You lack self-confidence, you feel that you can, but do not want to cope with daily difficulties - so you need to choose a training where the coach will help you see new goals, correctly assess life prospects, teach you to experience failures.

Not enough time. You try to do a lot, but you don’t have time - you need time management training. It will help to adequately analyze temporary losses, teach you to plan rationally work time, effectively use your official duties and delegate responsibility to subordinates.

If you feel that you are lost when a conflict arises, the Conflict and Stress Management in Organization training will help, as its goal is to understand the conflict and develop basic management skills conflict situation in different situations, managing your condition, overcoming stress, creating effective interaction with the outside world.

Almost all companies live by selling their services or their products. And everything can be of the best quality, but you notice that the demand is falling. This means that you urgently need to teach your employees how to sell. There are various trainings for this, among them “Active Sales Skills”, “ Successful sales and effective work with clients”, etc. In the process of training, students master the methods of productive contact with the client, the factors of personal influence on the client, the time frame for successful negotiations and telephone contacts with the buyer. The training teaches students a clear understanding of their capabilities for the correct distribution of their forces necessary for mastering new skills, and taking responsibility for managing the sales process, as well as influencing its results.

If you want not just a “girl” to sit in your waiting room, but a real secretary of a business leader, send your employee to the training “Organization of the work of a secretary”. Here you can get valuable skills in effective telephone conversations, in interacting with a manager, in planning a workplace, and also get a unique toolkit for further personal and career growth.

There are many more personal trainings that help relieve fear, extinguish aggression, and get rid of depression. And for team building, team building trainings are used. In Volgograd, for example, a two-day "rope" course is successfully held - an activity that is both fun and very useful.

By the way, any psychologist can confidently say that most of our problems come from childhood. And attentive parents notice the problems of their children - the inability to communicate, find friends, join the team, calmly answer at the blackboard. All this discomfort will help eliminate trainings for children and adolescents, which are held in groups with trips to caves or mountains.

Where and how much?

In Volgograd, training services are offered by almost all recruitment agencies. It is more convenient for them to offer corporate trainings to companies, since in the process of interaction with companies a general picture of the state of affairs in production emerges, which helps to diagnose the enterprise and draw up a general plan for the development of the company in the near future, including conducting trainings for certain departments, employees or top -managers.

There are also special training companies that monitor all the changes in society and, in accordance with this, develop new programs. Special programs are also made for a certain team or company. Someone decides to improve the level of training of secretaries, and someone considers it necessary to enrich middle or top managers with new knowledge.

A whole galaxy of local business coaches has already grown in Volgograd. But very often invited metropolitan specialists, since they have more practice, and for some reason, Volgograd residents will trust visiting coaches more than home-grown ones. But you should not stare at the regalia of a Moscow or Saratov coach. Each training is unique in its own way, and much depends on the developer. However, each is based on certain schemes, scientific developments and psychological knowledge. And each business coach leads a certain direction: one specializes in training for personal growth, the other - in the technique of interacting with people, the third - in motivation, etc. etc.

Business education is quite expensive. For two days of training, you need to pay from 3,500 to 11,000 rubles. And this is provided that the business coach is from Volgograd. A similar program of a Moscow coach is at least twice as expensive.

It may happen that a person who comes to class simply does not like the coach. In self-respecting training companies, there is a practice of weekly open classes, where the introductory part of the upcoming training is held, acquaintance with the trainers and the final determination of how suitable the upcoming course is for you.

By the way, if a person or company is engaged in business education regularly, then you can count on quite significant discounts from 10 to 40 percent.

When will the effect come?

When learning something, a person sets a goal for himself: if I learn how to hammer nails, I will build a birdhouse. Or: I will pass the training “Conflicts and ways to solve them” - I will put anyone in their place, I will always be right so that there will be no conflicts. I will learn oratory - I will win all disputes, I will be able to convince everyone and everyone of what I need.

Not at all. Not a single (even the most advanced) business coach will instantly make you successful and solve all your problems. He will only give a tool to change his behavior or he will be able to make you reconsider many seemingly unshakable truths. After the training, you will have to work on yourself for a long time and seriously. And if you are ready for changes and for discovering hidden reserves in yourself, then training is indispensable. The more work on yourself and your mistakes, the sooner positive changes will come, then it will be possible to talk about the effectiveness of the training.

The number, topics and demand for trainings will grow in the near future, because life is changing rapidly, and in order to always be afloat, you need to quickly master new skills and knowledge. Training for this is the best tool.

These include all those who promise to teach how to create their own business in almost two weeks, and that the profit will be at least 300% per month, and this is not the limit. All of them are followers of the “pyramids”, they make money on populism and outright quackery: not very clean guys stand behind beautiful words, and all their “success stories” are sewn with white thread and resemble an outright “scam” of the 1990s. To obtain evidence of these conclusions, any reader can turn to the fashionable " infobusinesses”And to any other“ givers of a new rich life ”and try to find out - due to what kind of secrets of the“ authors ”their clients will become fabulously rich in one morning. And those who have been working in business for years and decades are stupid ignoramuses and do not know how to really earn money.

As part of stimulating the development of private entrepreneurship, the solution to this issue can be as follows: local authorities and private banks, on an open competitive basis, enter into an agreement with those who are selected from business coaches and teachers, and together with them create criteria for quality training, an effective business plan. This is followed by a phased payment: advance payment (15 - 20% in order to be able to rent a room, announce the recruitment of students), then - perhaps another 20% based on the results of training - for exam preparation, business plans. Further, the participant confirms in the exam that he knows, can and can, defends his business plan, and receives money. In this situation, the trainees receive, say, another 20% of the fee. After the entrepreneur has confirmed his minimum turnover, showed a profit according to the business plan (say, 10% per month, which is realistic), those who trained him receive the rest of their fee. The real one, the one that the state used to waste.

Someone will say it's all fiction and complete nonsense. And here it is not. One of the authors of these lines (Irina) has a sister living in Germany. So her husband, before becoming an entrepreneur, took just such courses and passed real exams. Only then did he receive permission to own business. As they say, for what they bought ...

Part 2

Providers, training companies.

They can be divided into two categories. The first is that the company employs several account managers who, through cold calls or online advertising, attract orders and then pass them on to pre-selected freelance trainers. The second category - the coach creates a selling structure for himself, often it's just an employee (employee) on home phone. Bottleneck here - the inability to sell both the services of business coaches and programs. More precisely, the benefits from the fact that this particular trainer will conduct this particular training.

The main criterion for who professional trainers work with is customer focus, the ability to figure out what the customer needs (sorry for the banality, but it's true). Experienced trainers will confirm that it often turns out at the stage of negotiations that the customer does not need a training or a seminar, but serious consulting services, research, and audit. And many business coaches and representatives of training companies do not want or cannot implement such an approach for a number of reasons: they are afraid that the client will think that he is being “scammed” for money, or they cannot identify this request, or they do not want to go deep: “everything It’s like giving to a client, as long as he pays.” And if the provider company trusts us, we work with the customer in this way - we find out the true need, sometimes it coincides with the voiced one, but in about 30% of cases it is different. As a result, this suits everyone: the provider takes the order (it’s not a fact that the contract will be many times more expensive, you may need several separate services, which means it’s profitable), business coaches get both their front of work and a piece of the pie. The customer solves the problem, not by treating the symptoms of the disease, but by eliminating its cause.

And, to be honest, I would like providers to use them as the main criterion when choosing business coaches. professionalism, not cost.

Part 3

In general, here we need to talk about the most unpleasant - the so-called "rollback". For some reason, this topic is bashfully hushed up in the training community. The blame lies equally on unscrupulous HR, and on the heads of training companies, and on their employees. Somehow we witnessed the “cutting” of the budget of one big company in the following ratio: budget - one million rubles, of which 50% - "kickback" to the customer, 40% - to the provider, 10% - to trainers. “The company is big, so they pay little, but you will have a line in your resume saying that you trained them,” - this is the offer received by the coaches. We do not know who ultimately implemented this project. We cannot feed our children, pay salaries to staff, rent an office with a line in the resume. We need real money normal work. Let those who do not know how to work and sell feed on these lines. We understand that it is useless to fight against this and we do not want to call for anything. May those who give and take kickbacks have everything in life except healthy sleep. And those who work with such providers will finally understand that professionals do not take or give bribes. They can earn this money honestly.

Here I would like to say two words about dumping. Well, a good training cannot cost less than 50 thousand rubles. per day. How to choose training by price? Pricing today in customer companies is as follows. There is a need for training. The secretary receives a command to find out the cost of trainings and calls everyone she has found in Yandex or Google with the only question: how much does the training cost. Nevertheless, it is desirable, in addition to the price, to take an interest in the content and procedure for conducting the training. As our partners from one SEO company say, “the disappointment of low quality lasts longer than the joy of a low price.” No, we agree that the exorbitant cost of these services, to put it mildly, is in bad taste.

Part 4

The difficulty is that massively domestic coaches are a sample of the US corporate coach of the 1980s, trained on the basis of higher education according to the 16-hour program "Training for Trainers" (maybe not sixteen, but thirty-two hours, but this does not change the essence). Add there a "theoretical substrate" from the same American waste paper, and here you have a ready-made business coach (in the regions the situation is generally deplorable). Everyone knows about the notorious five stages of sales and the Maslow pyramid (they say that coaches were really beaten for these platitudes back in the early 2000s). But how can it really be used in practice (in trading floor, in wholesale sales, in negotiations), many do not even know. That is, the difficulty is both in basic coaching education and in practical business experience. How can you know about the application of theory in practice, if there is no practice. Such a young specialist graduated, at best, from the psychology department of some institute, the courses that we have already mentioned - and we see a new business coach on the market. Thus, our trouble seems, in principle, to be skewed either in psychology, or in economics, or in an attempt to adapt Western patterns to our reality. As one client (expat) in Russia told us during the negotiations, this is all “marketing in Russian”.

How can this be changed. Need centralized system, or at least uniform standards for training business coaches with different specializations. Today, the distribution of "wrappers" to each other in the form of certificates, incl. and foreign - nothing more than a fetish. One of the authors of these lines has a “business coach” education as an additional higher education in the European system of training coaches, the other has a certificate of a professional coach from a Western university. For many years, not once (!) has anyone asked us: “What did you graduate from?”, “What is the value of this education?” Only once we were asked a question almost about this: “How much and how did you invest in your education?”

Transferring the training of business coaches to uniform standards that are understandable to everyone will eliminate a good half of the milestones of the problems listed in this article.

Part 5

end customers.

Today, on the one hand, the professionalism of the formation of their requests has grown, which pleases. Many managers treat short-term training correctly: as an element of a system for improving the performance of employees (managers). By the time you apply for the service, the company has already formed the goals of the upcoming training, a clear terms of reference. Managers are asking for absolutely specific diagnostic methods, training options, support for results.

But it also happens differently. Often, trainings and seminars are considered either as some kind of useless event appointed from above, or vice versa - they see a panacea for all ills and expect a jump in performance in all areas the next day after training. But work with such an attitude to trainings lies in the area of ​​responsibility of the executors of the order - the client has the right to any point of view, because he is a client. Unfortunately, many teachers and trainers, as well as representatives of training companies, cannot always correctly and convincingly convey to the customer information about the real potential of certain services.

We would single out the main errors in customer applications as follows. Perhaps this list of our esteemed colleagues will be different.

“Give five years in three days!” About once a month and a half, we receive orders in the following wording: “We need training, we want to conduct it for employees after work for four hours,” and attach the desired topics (once it was a list on five sheets in tenth font).

Firstly, it has been experimentally confirmed: after work, only corrective trainings can be carried out, which give “fine tuning”, and all installation, basic programs - in the format of 2-8 day programs. Of course, with a breakdown of the process into 2-4 training blocks of 1-2 days each and with an interval of 5-7 days (10 is already a lot). The practice of training sales consultants for retail chains showed that the skills obtained according to such a training scheme are more stable over time and begin to be used earlier. Secondly, people do not want to study after work (also an experimentally confirmed fact). Such savings do not give an effect even for conscientious employees who think that “it is necessary”. And the irresponsible so generally "serve the number."

A variation of this error is: "We have a limited budget, give us a one-day training on the following topics." Or: "We are ready to pay you any money, even 30 kopecks." In such a situation, one would like to ask: “Why did you choose such a troublesome way to uselessly spend the company's money? Better order a good Santa Claus for the staff at the New Year's corporate party. With such a request, unfortunately, there can be no high-quality solution. Running a three-day program in eight hours is effectively impossible. Another solution is to find a coach who will do the same, but for 5 kopecks, not 30, also not the best solution. The quality, again, is quite predictable.

"Magic wand". The second erroneous type of request: “We want the results of the training to give an increase in sales. If sales increase by 10% (options: 20, 30, 50), we will be ready to pay for your services” (Option: “We will pay you a certain amount in excess of the fee”, “We are ready to pay a percentage of the profit”). Why don't we go for it, having many years of management experience behind us, both as hired managers and as business owners? That is why we have this experience. If I am responsible for the result (and training does not give a result in sales growth as the only factor, the motivation of sellers, and external forces, and much more), then I must have the resources to get it. If I am 100% responsible for sales growth, give me, the external manager, 100% of the authority. If anyone is willing to take the risk, please contact us. Or I can't guarantee the result.

The second kind of "magic wand" error is an unrealistic request. One large alcohol company, having learned that we have experience in this sector, voiced a request like this: “Can you teach our specialists how to enter networks without paying at all”? We, of course, refused.

"Tram". Third error in the request: “We want to train 45 people, 29 of them are beginners, in half a day, and give them the SPIN technique. Can you do it"? We can train 45 people, especially since we are together. But the SPIN technique should be given to already trained specialists, with basic skills and for at least three days. Again, business coaches are faced with an ethical choice: either lose the order (after all, someone will say “we can” and do everything beautifully, “with bows”, but without result), or try to arrange the order in a different way, right, but, of course, under different budget and deadline.

Separately, I would like to dwell on the problem of transparent decision-making criteria in customer companies. This, according to our data, is faced by both trainers and providers. The sale of trainings is the sale of intangible services, with all the ensuing features. Training and a trainer cannot be evaluated like a TV in a store - if the picture works and the picture is clear, then the product is of high quality, you can take it. But with the criteria just everything is complicated. From our recent experience: we were asked to conduct a demo training for sales assistants large network. When we asked about the decision made and asked for feedback from the head of human resources, we heard: “your level is not suitable for training managers.” It is very difficult to work on mistakes if you are asked to sing, and then they say “you don’t dance very well…”. At the same time, we personally did not have problems with professional self-esteem, since we have been working with managers and top officials of companies for a long time.

Part 6

Outcome

To summarize all of the above, I would like to note that each more or less formed industry market is characterized by certain generally accepted (sometimes at the level of tacit agreements, and sometimes fixed documents) standards: service quality criteria, clear decision-making procedures for customers, requirements for the education and qualifications of performers, clear pricing, other traditions. This market is formed by all its participants - customers, suppliers, intermediaries. We still have a chance to build our training market together. Join now!

One day you feel the need to grow up personally. Become faster, more collected, bolder. How and what kind of training to choose?

Going to the training makes sense if you are faced with a common problem that does not require a jewelry analysis of the causes, unraveling family history, digging into the subconscious. You just feel a certain lack in yourself that needs to be compensated. Uncertainty, stiffness, lack of communication skills. It is important to understand that trainings do not reveal the underlying causes of the problem, but only correct your behavior.

We choose

There are many training companies, in fact, all advertising is the same, they all promise the best. Therefore, you need to choose a training only on the recommendation of those people who personally went through it. And choose not so much a company as a specific specialist. The effectiveness of training in most cases does not depend on techniques or techniques, but on the trainer.
What else is important to consider? Firstly, you need to understand that if a girlfriend two months ago excitedly talked about how she was taught to accept herself as she is, and a month later she also excitedly talks about the training that will make her better and slimmer, then, probably, it is too suggestible - it is better to listen to the opinion of someone else. Secondly, the effect of the training can be short-lived - it is worth focusing not on a person’s fresh impressions, but on distant reviews and results.

For memory

When you are at a training, everything seems simple and clear. Here you go and start using it. But in fact, implementing skills outside of training turns out to be unexpectedly difficult. Information disappears in blocks. Therefore, it is important to immediately, on the same evening, apply it in real life. You have to repeat each exercise many, many times before the skill becomes automatic.
Barriers and frames are removed inside the training, you become more relaxed, more confident, stronger. But as soon as you find yourself outside the established team, one on one with the boss, a young man, a stranger, all the skills you have acquired can immediately evaporate. Therefore, it is important to continue to communicate with those with whom you met at the training. Meet in a cafe, share experiences.

And if it doesn't help

There may be several reasons. It happens that a person does not perceive the group form of work. It happens that in order to achieve the effect, it is necessary to unearth the underlying causes of the problem, which is impossible to do at the training.
Sometimes you know what to do, but you can't force yourself. What is it like healthy eating: everyone knows everything, but only a few eat right. You don't have to force yourself. Don't set big goals. Don't promise yourself to get better for the rest of your life. Decide that you will only live by the new rules for three days. Three days is not scary at all. And in these three days you will get a little involved, because according to the law feedback the world around you will react to your new behavior. And it’s much easier to get involved when you see the desired result even a little bit.