Direc2U

Enhancing the credibility of the training function

Training Mangers Pitch To The CEO

Submitted to: Dr. TANUJA AGARWALA 9/17/2012

Team Member : Na!ee" A##ar$a% &1'7( Ni%e ) *o+)ar+ar &1'9( S)au"a+ A,)ar-a &20.( /i+a S)arma &210( /i"a- *rit)ia"i &217(

Dire,2U1 a dire,t a%e ,om2a"Sa"3a- S)a)1 4561 Dire,2U Ra+e ) S)arma1 Trai"i"# Ma"a#er1 Dire,2U Sa"3ee! Rao1 Natio"a% Sa%e Ma"a#er1 Dire,2U

Background: 7t )a bee" 8ou"d out t)at de 2ite ,o"tem2orar- trai"i"#1 Sa%e 8or,e 8ai% to i"ter"a%i e t)e trai"i"# due to %a,+ o8 u22ort 8rom %i"e ma"a#er . 6ur 2%a" to i"trodu,e trai"i"# 8or %i"e ma"a#er )a bee" re3e,ted o" 8o%%o$i"# #rou"d 7" i#"i8i,a"t R67 9ai%ure to mat,) re!e"ue tar#et :u i"e #oi"# t)rou#) a %ea" 2)a e

6" a"a%- i o8 2re!iou re,ord 1 $e ide"ti8ied roadb%o,+ a"d 2atter" di 2%a-i"# re%atio" bet$ee" trai"i"# ; 2er8orma",e o8 t)e a%e 8or,e. We )a!e im2%eme"ted ome i"itiati!e o" e<2erime"ta% ba i to ,ome u2 $it) "e$ trai"i"# a"d de!e%o2me"t 2ro#ram. Initiatives & Fall-backs: We will throw some light on our ast !nitiati"es # resulting $all%bac&s ' Training # Placement( These are the acti"ities initiated by the Training # De"elo ment team o"er the ast few years( )lso listed below are the ta&eaways from these initiati"es( !nitiati"es *ast + years ' ,early -. Training Programs Conducted for ,ew Entrants # /efresher courses for all sales ersonnel on an annual basis( Training Programs were o ular # abo"e !ndustry 0tandards( The Training Program was !nteracti"e # o ular among trainees(

$all%bac&s 0ales /e resentati"es not following the class methodology( Conflict Of !nterest1 Ma2ority of !nline Managers em hasi3ing more on On The 4ob5OT46 Training # gi"ing less im ortance to the Training # De"elo ment edagogy(

Considering these we ha"e designed new training and de"elo ment rogram to im ro"e effecti"eness of rogram and in"ol"ement of line manager Impact of Training on Sales Figure: Experimentation

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7" ,o" u%tatio" $it) t)e Re#io"a% Ma"a#er 1 7 )a!e a"a%-=ed a"d ,om2ared t)e 2re>trai"i"# a"d t)e 2o t>trai"i"# &? mo"t) a"d 0 mo"t) ( a%e 8i#ure o8 !ariou re#io" . 9o%%o$i"# are t)e +e- 8i"di"# : 1. Ma"a#er Trai"i"# @ 7m2orta"t 7t )a bee" 8ou"d out t)at t)e i"di!idua% or t)e team $)o e ma"a#er u"der$e"t t)e trai"i"# 2er8ormed mu,) better t)a" t)e i"di!idua% or t)e team $)o e ma"a#er did"At. 2. Ma"a#erA A22roa,) to$ard trai"i"# @ 7m2orta"t More e"t)u ia ti, t)e team ma"a#er i about t)e trai"i"#1 better t)e re u%t 2rodu,ed bt)e SR o8 t)e team. ?. 4)am2io" o8 Trai"i"# 5<,e2tio"a% re u%t $ere 2rodu,ed b- t)e team o8 ma"a#er $)o are ,)am2io" o8 trai"i"#.

Approach 7" i#)t o8 t)e abo!e e<2erime"t )a!e )o$" t)at t)e a22roa,) to trai"i"# 2ro#ram i a im2orta"t a t)e 2ro#ram it e%8. We "eed to i"!o%!e t)e %i"e ma"a#er i" t)e de!e%o2me"t o8 trai"i"# 2ro#ram. 9o%%o$i"# t)i"# ,ou%d be do"e to a,)ie!e t)e ame: 62e" ,ommu"i,atio" %i"e $it) RM a"d AM 7"!o%!i"# Li"e ma"a#er i" de i#"i"# o8 2ro#ram 7"di!idua% de!e%o2me"ta% 2%a" to be 8o%%o$ed u2 b- Li"e Ma"a#er

Goals of the T&

programme

We are %oo+i"# 8or$ard to t)e 8o%%o$i"# Be- 2oi"t a our Mid Term #oa% . T)e 8o%%o$i"# re u%t )a!e bee" a,)ie!ed i" t)e 2a t1 a"d #i!e" t)e ta"dard o8 t)e 2ro#ramme $e are 2%a""i"# to im2%eme"t1 t)e re u%t are ta"#ib%e to a- t)e %ea t: !ncreases 0ales )cti"ity 7uilds 0ales /e resentati"es Confidence 8ets 0ales eo le $ocused Moti"ates 0ales $orce 7uilds Efficiency Ma&es Em loyee $eedbac& channel smoother

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!onclusion T)e im2a,t o8 a%e trai"i"# ,a" be !er- i#"i8i,a"t. Co$e!er1 u"%e ri#)t $a-1 -ou ma- "ot ee a"- im2a,t at a%%. trai"i"# i do"e t)e

A%% t)e ,urre"t re ear,) te%% u t)at e!e"t ba ed a%e trai"i"# )a %itt%e "o %o"#>term im2a,t o" be)a!ior ,)a"#e or a%e re u%t .To addre t)i i"du tr- $ide i ue1 $e 2%a" to im2%eme"t a "e$ 2> te2 mode% t)at e" ured a%e re u%t : The !n *ine manager becomes the central focus for transfer of &nowledge to dri"e the on% going de"elo ment of their team( The sales manager is by far the most im ortant erson in the success or failure of a sales training initiati"e( )ll training is to be done in short bursts with wee&s and months of coaching to a ly the com etencies to real situations and ensure the beha"ior change and com etencies ha"e both a short and long%term im act on sales results(

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