to Increase the Value of Training?
How important is training? As Brian L. Jeffrey, a professional speaker, author, and consultant in sales management, points out: "In Sweden, employees receive an average of 200 hours of training a year. In Japan, the average is 170 hours. In the U.S. and Canada, the average is a pathetic seven hours."
This anomaly, Jeffrey maintains, stems from the attitude of managers who say, "Why should I train my people and then have them leave to go to my competitor?"
Training is a morale builder, says Jeffrey. It shows staff that a company is prepared to invest in the future of employees. And while the sales management expert concedes that employees can and do take newly acquired skills to competitors, he says this is a short sighted rationale that overlooks two factors:
One way managers can minimize the danger of a company losing its financial investment in training is to share this cost with the employee. They commit to half of the tab by way of a "forgivable" loan that is voided if the employee stays with the company for one year after receiving the co-pay training. Additional benefit: by asking employees to co-invest in training, you increase its intrinsic value to employees--and also pinpoint those reluctant to make this investment in themselves and their careers.
Jeffrey, The Sales Wizards Secrets of Sales Management,
Did you miss last month's tip? No problem, just click on the archived tip here!
Be sure to come back next month for more free tips!!