Любой тренинг создается под бизнес-задачу, стоящую в определенный момент перед компанией-заказчиком.

Например, компания поставила перед собой задачу увеличения прибыли от продаж на 25% и решила заказать для своих сотрудников тренинги по продажам.

Прежде чем приступать к созданию тренинга тренер должен найти ответы на 3 главных вопроса:

  1. Какое поведение должны демонстрировать сотрудники компании, какие действия они должны совершать, чтобы задача по повышению уровня продаж была выполнена?

Данное поведение должно быть отражено во внутренних документах самой компании, различных стандартах и правилах.  Чем четче эти правила, тем легче сформировать сам тренинг. Чем больше эти правила расплывчаты, тем больше потребуется переговоров с заказчиком по уточнению конкретных передаваемых методик и техник продаж.

  1. Что сейчас сотрудники компании делают не так?

Для этого важны итоги опросов среди руководящего персонала компании, а также результаты тестирования самого торгового персонала. Очень хорошо работают результаты проверок методом «mystery shopper».

  1. Почему сотрудники компании сейчас не действуют так, как необходимо для реализации поставленной задачи?

Причины подобного «саботажа» могут быть самые разные:

  • Сотрудники не знают, как они должны себя вести, т.к. в компании нет необходимой документации и стандартов. В таких случаях тренер может выступить фасилитатором в процессе создания соответствующих документов в организации и только после этого приступать к созданию необходимого тренинга.
  • Сотрудники не понимают существующие стандарты или считают их невыполнимыми. Это могут показать опросы среди персонала компании, а также проведение своеобразного вводного тренинга с «разведкой на месте».
  • В компании отсутствует должная мотивация персонала к соблюдению имеющихся стандартов, когда персонал не видит личной заинтересованности в соблюдении установленных правил. Тогда проведение тренинга должно быть отложено до того, как будут решены вопросы мотивации персонала, так как в любом случае тренинг не даст того эффекта, которого от него ждет заказчик.

Только после ответов на 3 вышеуказанных вопроса тренер может полностью сконцентрироваться на создании тренинга, максимально подходящего под нужны данной конкретной компании и стоящей перед ней бизнес-задачи.

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