Identify the organization’s sales training needs.
It is very significant for the organization to devote as well as commit itself to give equal training chances to the sales employees to make sure the workers are skilfully enriched. This is because the salespeople are one of the most important assets to the organization. Therefore, any organization or firm ought to train its salespeople. This is as a result of the need for new skills caused by changes in the business scenario. The organization ought to identify the critical areas in which the training needs ought to be given. The process of training can then be undertaken after the areas in which trainings need to be offered have been identified.
Some of the organizational sales training needs include; I) Better Corporate Image, II) Expanding profitability, and III) the need for the firm to respond to external environmental changes. For the organization to respond to these changes, it is necessitated for the salesmen to be in the field. This process of identifying the organization’s training needs lends a clear goal as well as significance to the training being given. The training is given ought to be effective. The training needs analysis aims at understanding the needs of the team as well as those of the individuals.
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Some of the individual needs are as follows; I) individuals need to acquire the required knowledge, skill, and attitude, II) the training provided need to enhance the skills as well as help the individual become a reliable organization citizen, III) it is essential to develop the spirit of the team, culture of the organization, organization climate, and health and safety.
The organization training needs will be identified and addressed,
The team, as well as the individual performance, will be reviewed on a regular basis and feedback as well where need adjustments are given,
Application of rewards as well as sanctions in a fair and equitable way,
Design of performance measures to track the achievements of the team or the individual,
Individual performance target will be set and the individuals aligned with the goals as well as the aims of the organization,
Plans that are well developed, operational and result oriented will be set to drive the organization’s goals as well as the activities of the individuals towards attaining the goals.
Administering the Training
The employees have to be trained adequately to have the capacity to perform their responsibilities. The training ought to assist in developing their abilities to meet the present as well as the future operational requirements. To ensure that required culture of performance is reached, the performance appraisal, the welfare of the employees, the policies set to aid the learning as well as the development and retention will be monitored (Shaukat, Namrah, and Ghafoor, 2015).
It is very significant to regularly record the observed performance as it will provide a reference for the final performance appraisal as well as reduce the rating errors. The supervisors will record the provisional evaluation result and give the employee's improvement plans. The evaluation results, as well as the improvements, will then have to be attached to the complete evaluation forms.
Diversity Inclusion
Corporate presentations and speakers ought to be provided in the work's place to give diversity training. The knowledge gained from these speakers and presentations will then be used to reinforce the procedures and policies. Through this, the workers grasp the full implication of diversity by knowing that their differences are important.
How to recognize the team's achievement
It is very significant to create as well as establish a learning and development program among the workers. This will help to ascertain that the employees perform efficiently. To achieve this, it is very critical to establish a performance management system. The performance management system makes sure that the training needs of the employees are identified by the organization (Inman, 2018). The step-by-step method of designing and implementing a performance management system is;
The employer or supervisor agrees on the performance target with the employee,
The performance is reviewed about the goals set and appropriate adjustments made, and
Formal appraisal and identification of learning as well as developments needs and sound decisions.
Monitoring the team and the individual
To follow the performance of the team and that of the individual their performance ought to be reviewed on a regular basis and adjustments made where appropriate. Performance measurement system also have to put in place to track and ascertain whether the goals set are being achieved (Inman, 2018). The targets set for each will be agreed and the individuals aligned with the goals as well as the objectives of the organization. Operational, result oriented, and well-developed plans will be put in place to aid the team and the individual in working towards achievements.
Learning Activity to Focus on: Communication
A communication system will have to be put in place to ensure that there is effective communication throughout the sales process. The communication system will also help keep the employees with up to date information and also help them have relevant information concerning the process of sales.
References
Inman, R. (2018). Performance Measurement. [Online]. Available at: https://www.referenceforbusiness.com/management/Or-Pr/Performance-Measurement.html . Accessed 17 th Sept 2018.
Sahukat, H., Ashraf, N., and Ghafoor, S. (2015). Impact of Human Resource Management Practices on Employees performance. [Online]. Available at: https://pdfs.semanticscholar.org/6acb/e7db4c572ce76d8238237c0f784ce5ff3cda.pdf . Accessed 17 th Sept 2018.
