Agenda
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Introduction
Importance of Training Who Will Do the Training Training program in FMCG sector
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Career as a trainer
THERE IS NOTHING TRAINING CAN NOT DO; NOTHING IS ABOVE ITS REACH;IT CAN TURN BAD MORALS TO GOOD, IT CAN DESTROY BAD PRINCIPLES AND CREATE GOOD ONES, IT CAN LIFT MEN TO ANGELSHIP. -Mark Twain
Examples of Training Investments
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Industry and government in the United States spend approximately $90 billion each year on employee training and education. Average Japanese companies spends about 6% of budget on training.
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Study of major automobile manufactures found U. S automakers spend about 40 hours training new employees compared to 300 hours for Japanese automakers.
Motorola’s CEO required all divisions to spend at least 2% of budget on training. Over next 7 years, profits increased 47% and it was estimated that each $1.00 in training yielded $30.00 in return.
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TRAININGS SHOULD AIM AT
EMPOWERING THE EMPLOYEES ? INCREASING PRODUCTIVITY ? MAKING THE PROCESSES MORE EFFICIENT AND EFFECTIVE so as to ENSURE ULTIMATE CUSTOMER SATISFACTION IMPROVE THE OVERALL PERFORMANCE OF THE ORGANISATION.
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Importance of Training and Development
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Maintain skill levels
Advance skill and knowledge to improve:
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Performance (efficiency) Service delivery (error rate)
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Profitability (productivity, manpower)
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Integrate new technologies into work Establish standards for work practices
Importance of Training – contd…
1. Respond to technology changes affecting job requirements. 2. Respond to organizational restructuring. 3. Adapt to increased diversity of the workforce. 4. Support career development. 5. Fulfill employee need for growth.
The Importance of Employee Training in Increasing Sales
Keeps Good Employees
No training program says to your employees: you’re not worth it you can’t be trained ? Training programs say: We value you enough to put some time (money!) into making you better! We value your thinking
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The Importance of Employee Training in Increasing Sales
?
Customer Service: Is it Selling or Marketing??
to customers for money
Selling: providing a product Marketing: convincing customers they need the product ..
The Benefits of Training
-Gives the supervisor more time to manage, standardized performance, less absenteeism, less turnover, reduced tension, consistency, lower costs, more customers, better service
-Gives the workers confidence to do their jobs, reduces tension, boost morale and job satisfaction, reduces injuries and accidents, gives them a chance to advance. -Gives the business a good image and more profit.
MANAGEMENT’s ONE OF THE MOST IMPORTANT FUNCTIONS IS TO TRAIN PEOPLE FOR THEIR JOBS.
Then why is training often neglected?
? ? ? ? ?
Urgency of need Training time
Costs
Employee turnover Short-term worker
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? ?
Diversity of worker
Kinds of jobs (simple-complex) Not knowing exactly what you want your people to do and how?
Attitudes to training
Individual: ? How is that related to what I do? ? “I’m good at my job and anyway, I have no time” ? “I suppose that’s my weekends shot for months!” ? “Are they trying to get rid of me?”
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Employer: How can I be sure the organisation will benefit? Training is so expensive – how will I know if it has been effective? Will this effect the goal of developing and implementing standards and protocols for the organisation? “If I train them, they’ll leave”
Training Programs in Retail/FMCG Sector
Some of the training programs that are given in the retail sector are:
Sales Training ? On-the-Job Training ? Seminars/Workshops ? Customer Relationship Management ? Online Course ? Group Study ? Computer-Based Training ? Self-Directed Training
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Skills and Attributes Required for Trainers
?
Team & Client management skills are crucial
?
Must have excellent communication & presentable skills
High energy level with excellent communication skills Ability to design appropriate training inputs and conduct seminars is essential
?
?
?
Team-building & Leadership
?
?
Nature of Work
Customer service excellence; Retail selling skills Body language & Grooming; Business etiquette Team-building & Leadership; Change & Conflict Management Identify Training needs & gaps Customize Training programs Mapping the Training needs of Sales Team.
?
?
?
?
?
?
Designing the Sales Training Modules and the Strategies for Training
Imparting Product Training, Process Training, Skill Training to Sales Team and to the Distributors Plan, implement and monitor training & development activities Prepare and provide the necessary training material Ensure training & development of HR is carried out effectively to improve the quality and efficiency of the work force
?
?
?
?
doc_750740061.ppt
?
? ? ?
Introduction
Importance of Training Who Will Do the Training Training program in FMCG sector
?
Career as a trainer
THERE IS NOTHING TRAINING CAN NOT DO; NOTHING IS ABOVE ITS REACH;IT CAN TURN BAD MORALS TO GOOD, IT CAN DESTROY BAD PRINCIPLES AND CREATE GOOD ONES, IT CAN LIFT MEN TO ANGELSHIP. -Mark Twain
Examples of Training Investments
?
Industry and government in the United States spend approximately $90 billion each year on employee training and education. Average Japanese companies spends about 6% of budget on training.
?
?
Study of major automobile manufactures found U. S automakers spend about 40 hours training new employees compared to 300 hours for Japanese automakers.
Motorola’s CEO required all divisions to spend at least 2% of budget on training. Over next 7 years, profits increased 47% and it was estimated that each $1.00 in training yielded $30.00 in return.
?
TRAININGS SHOULD AIM AT
EMPOWERING THE EMPLOYEES ? INCREASING PRODUCTIVITY ? MAKING THE PROCESSES MORE EFFICIENT AND EFFECTIVE so as to ENSURE ULTIMATE CUSTOMER SATISFACTION IMPROVE THE OVERALL PERFORMANCE OF THE ORGANISATION.
?
Importance of Training and Development
? ?
Maintain skill levels
Advance skill and knowledge to improve:
? ?
Performance (efficiency) Service delivery (error rate)
?
Profitability (productivity, manpower)
? ?
Integrate new technologies into work Establish standards for work practices
Importance of Training – contd…
1. Respond to technology changes affecting job requirements. 2. Respond to organizational restructuring. 3. Adapt to increased diversity of the workforce. 4. Support career development. 5. Fulfill employee need for growth.
The Importance of Employee Training in Increasing Sales
Keeps Good Employees
No training program says to your employees: you’re not worth it you can’t be trained ? Training programs say: We value you enough to put some time (money!) into making you better! We value your thinking
?
The Importance of Employee Training in Increasing Sales
?
Customer Service: Is it Selling or Marketing??
to customers for money
Selling: providing a product Marketing: convincing customers they need the product ..
The Benefits of Training
-Gives the supervisor more time to manage, standardized performance, less absenteeism, less turnover, reduced tension, consistency, lower costs, more customers, better service
-Gives the workers confidence to do their jobs, reduces tension, boost morale and job satisfaction, reduces injuries and accidents, gives them a chance to advance. -Gives the business a good image and more profit.
MANAGEMENT’s ONE OF THE MOST IMPORTANT FUNCTIONS IS TO TRAIN PEOPLE FOR THEIR JOBS.
Then why is training often neglected?
? ? ? ? ?
Urgency of need Training time
Costs
Employee turnover Short-term worker
?
? ?
Diversity of worker
Kinds of jobs (simple-complex) Not knowing exactly what you want your people to do and how?
Attitudes to training
Individual: ? How is that related to what I do? ? “I’m good at my job and anyway, I have no time” ? “I suppose that’s my weekends shot for months!” ? “Are they trying to get rid of me?”
? ?
?
Employer: How can I be sure the organisation will benefit? Training is so expensive – how will I know if it has been effective? Will this effect the goal of developing and implementing standards and protocols for the organisation? “If I train them, they’ll leave”
Training Programs in Retail/FMCG Sector
Some of the training programs that are given in the retail sector are:
Sales Training ? On-the-Job Training ? Seminars/Workshops ? Customer Relationship Management ? Online Course ? Group Study ? Computer-Based Training ? Self-Directed Training
?
Skills and Attributes Required for Trainers
?
Team & Client management skills are crucial
?
Must have excellent communication & presentable skills
High energy level with excellent communication skills Ability to design appropriate training inputs and conduct seminars is essential
?
?
?
Team-building & Leadership
?
?
Nature of Work
Customer service excellence; Retail selling skills Body language & Grooming; Business etiquette Team-building & Leadership; Change & Conflict Management Identify Training needs & gaps Customize Training programs Mapping the Training needs of Sales Team.
?
?
?
?
?
?
Designing the Sales Training Modules and the Strategies for Training
Imparting Product Training, Process Training, Skill Training to Sales Team and to the Distributors Plan, implement and monitor training & development activities Prepare and provide the necessary training material Ensure training & development of HR is carried out effectively to improve the quality and efficiency of the work force
?
?
?
?
doc_750740061.ppt