How do you know what training is needed? How to choose training that works? long or short
In this article, you will learn how to choose sales training that will actually positively affect the performance of your sales managers, and you will also learn how to distinguish a high-quality info product from a low-quality one. How not to fall into the tempting networks of amateurs (universal trainers), how not to fall for the advertising bait of training agencies, how to find a good business coach and much more, about everything here and now.
Majority opinion
Surely each of you at least once in your life has been at a sales training, and everyone has an impression of it. But more and more often you can hear the indignation of employees about the quality of the information they receive in sales training. The question that haunts no one after training: “Who are these people, did they even sell anything in their lives? Amateurs are more like some kind of teachers or actors who wanted to earn extra money on trainings by quoting American speakers with a smart face.. This is a consequence of the fact that people did not get what they came for. This will be the case until you pay due attention to choosing a good coach and a worthwhile training program.
Are these remarks fair, because training, in fact, is an invasion of an employee, maybe this is a negative? Unfortunately, they are fair, because now 90% of the trainings are conducted by people with higher education in psychology, they know how to teach people but only superficially have knowledge and sales skills, or even never come into contact with this area. As a result, training is filled with theory taken from the Internet, but not with practical chips, hence the zero effectiveness of the training plus irritation. Find out why your employees do not like to go to trainings.
What is the best business coach?
When choosing sales training, you must first of all find a trainer with not only pedagogical skills, but also with practical sales skills. The deeper and more diverse this knowledge is, the more useful the training will bring. Note that business coaches who have gone from a salesperson to a director of an enterprise are always more in demand and much more expensive than generalists "psychologists". And it's not easy!
The value of such a business coach is that he can give answers to difficult questions of sales managers, explain the situation from the inside, chew on mistakes, tell stories from life. A wagon trainer in deadlock situations either avoids answering, or pronounces phrases of famous people, leaving the question in limbo (this is in any training manual).
Do not pay attention to the number of fashion business coach diplomas, all you need is:
- biography of a business coach;
- videos from his latest trainings;
- understand what you want to get from the training and whether this trainer can give you this.
More and more people seeking to diversify their personality are choosing training through training. In fact, we live in an era of training - in sales, in relations between the sexes, in personal growth, in psychology, in business training, etc.
Given the diversity mentioned above, it is not surprising that those who want to improve their skills in a particular area are faced with the fact that they do not knowwhich training to choose.
There are a lot of options and the presence, for example, of 10 training programs on the same topic does not mean at all that you will get the same result for each. Indeed, among them there are both really useful ones, with experienced coaches, and those held purely for pumping money.
Questions to be answered before choose a training
No matter how professional the coach was before choose his training, it is worth clarifying the following points.
Why do you need it?
Form a clear idea of what you want to get as a result training by training . Make sure its subject matter suits your needs - don't waste time on something that only slightly affects your interests.
How much time are you willing to allocate?
How much free time is available directly depends,which training to choose- video (for viewing at a convenient time), online (remotely) or still with a live visit, adjusting to his schedule.
Isn't it too difficult for you?
It is important to choose a training , the program of which will correspond to your level - a beginner should attend training sessions, and not those at which professionals gather, where no one will chew on elementary things.
Source: Istock
Criterias of choice
Regardless, spontaneous is the desire to pass training in training or it is planned, it is advisable to make your final choice only after carefully studying each of the options according to the following list of criteria.
It's best if training in training Previously passed acquaintances who have already received certain results. This will give you the most accurate estimate.
Reviews on forums, specialized review sites, and social networks are also a good option. Depending on their number and content, you can draw conclusions about the quality of training, the skills of the trainer, organizational and other points of interest to you.
Do you have previous experience with a trainer?
If you have already attended events led by the coach of the training in question, you won’t have to think for a long time - no matter what your friends say and reviews on the Internet, you will already have your own opinion, which will not allow choose a training Bad quality.
Is there a preview opportunity?
For example, through video recordings, online webirans or live introductory meetings.
This point is important, because if you are going for an expensive business training blindly, without knowing anything about its contents, the risk of wasting money will be great.
Is the coach and his training course mentioned in the media?
As a rule, notes and articles in magazines are published about successful coaches from time to time. They are also interviewed by TV channels and radio stations.
Why do we need to analyze the needs of the client's company? First of all, in order to find out the most problematic places in the current functioning of the company. Thanks to this, it becomes possible to offer exactly those training programs that will be most useful to this particular company. Conducting trainings without a needs analysis leads to the fact that not those people who especially need training are trained, but others; the choice of training is made incorrectly; the lack of detailed information about the needs of the client does not allow to adapt the training program to obtain the maximum result.
The analysis of the needs of the company begins from the moment when there is an awareness of the gap between the desired and actual level of performance of employees. For example, buyers leave a large number of complaints. Or the sales department does not fulfill the set plans, and the recorded telephone conversations with customers show an insufficiently high level of professionalism. Another situation is when employees from different departments, assembled into a project team, work together inefficiently.
Trainings are worth conducting if the gap has a significant effect on the work of employees and the organization as a whole. For example, one of the most important strategic goals of a company may be to provide exceptional service. Contact with 70% of buyers takes place by phone, but there are complaints from buyers about the poor quality of operator training. In this case, it is necessary to conduct trainings on telephone conversations, as they contribute to the implementation of the company's strategy.
This gap should then be discussed with the company's executives and key people. Top management of the company must understand the importance of solving the problem in order to provide support in conducting training programs. After that, three types of analysis are performed: organizational, task analysis and individual analysis.
How select training?
this might help you The quality and comfort of sleep largely depend on the mattress used, so the choice of this sleeping accessory must be approached very responsibly. Consider the main types of modern mattresses.
Life is the best training,
Just very expensive...
Today, a huge number of proposals for the provision of psychological services have appeared on the service market. In addition to individual counseling, there are many offers that are indicated as training.
How to understand this variety of proposals? What's happened training? How select exactly that training which is right for you?
These are the questions I want to talk about in this article. I'll tell you what trainings exist, and I will try to help those who wish to go to training decide which training better meet their needs.
I'll start with a definition. training(psychological) (from the English train - to train, train) - in the most general sense, it is considered as a method, more precisely, a set of various techniques and methods aimed at developing a person's certain skills, abilities and acquiring special knowledge. training(T) is aimed at developing the skills of self-knowledge, self-regulation, communication, interpersonal and intergroup interaction, professional skills, to increase the general, cognitive competence of each member training groups.
Trainings are of different types:
1. Psychocorrective therapy is aimed at changing the psychology or behavior of a healthy person in need of psychological assistance, through methods of psychological influence on him, with the ultimate goal of improving self-awareness, behavior or professional activity of people or groups.
2. Psychotherapeutic therapy is aimed at resolving intrapersonal conflicts and crisis states of a person (change in self-awareness). Compared to the psychotherapeutic group, this is a more active and more structured form of work, including a variety of exercises.
3. Teaching T. is aimed at acquiring knowledge, skills and abilities in certain areas of a person's social and professional activity;
4. Organizational T. (business training), aimed mainly at improving the joint activities of teams, developing professional competencies and obtaining an organizational effect (improving the structure, organization, improving the socio-psychological climate, increasing the professional competence of employees, etc.).
5. Methodical T. is aimed at training professional specialists in a particular field.
6. Children's T. - this group includes trainings aimed at working with children and adolescents. Since the intellectual, emotional and physical level can vary greatly in a child-teenage environment, it is customary to divide children's trainings by age categories (7-8 years old, 9-10 years old, 10-12 years old, etc.)
So there are different types trainings, I do not pretend to have described all the types here, I only highlighted the main ones and those that I spend myself. At the same time, I note that the content of each of these trainings determined by the specific goal and tasks facing the leader.
But how to figure out which training what does it carry? Which training will be useful to you, and which one can harm? What is the use training? And what needs to be done to effect training Was it long term? All this will be discussed.
First. If you are taking an individual course with a psychologist or psychotherapist, consult with him. Knowing your personal history, your individual psychological characteristics and needs, he will give sound advice. For example, if it’s difficult for you to refuse people something, you practically don’t know how to say “no” and suffer from this, then training, aimed at developing confidence - this is what will help you acquire the necessary skill. On the training, in group exercises, exactly the skill you want is worked out.
Of course, a psychologist or psychotherapist can help a person develop this skill during individual work, but experience shows that in a group process this happens faster and more efficiently.
Second. Assess the risk of falling into a sect or a destructive psycho-cult. It is difficult for a person who does not know the basics of psychology, the dynamics of the group process, methods of influencing a person to distinguish a good training from various kinds of destructive psycho-cults, sects, pyramids, etc. This ignorance is used by various "specialists", offering various seminars, spiritual practices, trainings leadership, etc.
Distinguish good training from destructive, it is possible to carry out the following analysis. Before passing training meet in person and chat with the host training. Ask what is the purpose training what he can give you personally. You can ask any clarifying questions, ask about the method of work, education and qualifications of a specialist. In addition, in a personal conversation, you can feel whether you have contact with a psychologist, whether he inspires confidence in you. If they begin to promise and convince you that this training is necessary like air, that it helps everyone, and from everything, then, at a minimum, you need to think about how a person who does not know you can guarantee the solution of your problems.
Also, if they begin to tell you that their training so good that everyone needs to go through it, become a member of one, big friendly family, this should also alert you, a good specialist will never involve training and even more so, to create a "family". It should be no less alarming if they begin to talk about what after training everyone becomes successful, leaders, talk about fabulous take-offs, etc.
Other warning signs: if the facilitator claims that his technique is the only one that "works". When asked which psychological school they belong to training activity, such "specialists" as a rule cannot refer to any generally recognized psychological school, and often hide behind Eastern teachings or say that this is an American (English, Dutch, etc.) method. If they begin to rush you to sign up for a group, they don’t give you time to think, they offer to recruit for training a couple more participants - all this suggests that they are simply trying to lure you to achieve their goals. Participation in training- your free choice, and you yourself are able to make an informed decision.
A professional specialist will never force and rush you, he is no less interested in a preliminary acquaintance, therefore, before training he always holds a personal meeting, or a general meeting. At the meeting, the facilitator tries to understand, to see with whom he will work, so he will ask you questions to clarify your situation, make sure that he has enough qualifications for this, assess whether the proposed methodology is suitable for the participants. A good specialist is interested in the fact that the ball group is formed from people who respond adequately and have a common interest that matches the goal. training. He gives an account that it is the coach who is responsible for the effectiveness of the group, so a good coach will never recruit everyone indiscriminately. Remember psychological training only a person with a higher psychological education can lead. You have the right to receive from the organizers (before recording for training and payment for participation in it) information on the professional training of the presenter. To reduce the risk of error, find out what the reputation is training organization, leader.
Separately, I would like to note the group trainings under the general title Trainings personal growth". First, you need to understand that personal development does not occur through training, but when a person explores himself, his inner world, identifies his resources, mechanisms for blocking them, and works through all this. Therefore, I think that trainings personal growth (development) is more correct to call the psychological groups of personal growth. At the same time, I note that during the thematic training a person experiences personal growth, but this is rather a "side" result, and the main one is the one that is stated in the goal training.
How to determine which training you need?
In a matter of choice training Your needs should play the main role. Deciding to go to training, determine what you want from training or what to get rid of. For example, if you are experiencing difficulties in relationships with the opposite sex, then, accordingly, training, aimed at working out this issue - this is what suits you best. Or if you experience insecurity, see how it interferes with your life, then training aimed at developing confidence for you will be the right choice. Once again I want to note that the main criterion for choosing training are your needs, and from this you need to proceed. However, remember that the name does not always accurately reflect its content, and in order not to be disappointed, first get acquainted with the program, reviews of those who passed training. The more information you have, the better your understanding of training, which means it will be easier for you to make a choice.
training and psychotherapy.
Often people confuse classes with training with psychotherapy. I remind you training is an active form of learning certain skills, while psychotherapy is a deeper process aimed at exploring the various mechanisms by which a person does not allow himself to freely, naturally satisfy his needs, desires. At the same time, I note that there are psychotherapeutic trainings where the process is underway, both on the laying of new forms of behavior, and individual sessions are held, where participants are helped to realize the causes of their symptoms and work through them. The goal of any training is to enable, start the process of change in behavior. These changes, as a rule, very quickly begin to appear and are noticeable to others. The results of psychotherapy are not so fast, they appear gradually and they are deeper, i.e. concern not only changes in a certain pattern of behavior, but also life in general. Therefore, the process of psychotherapy is longer, but the effect is longer.
Main plus training.
The main advantage training is that a person gains knowledge through his experience. No book, no film, no theoretical material received by a person, but not lived, not felt by him, can give what his own experience gives. No matter how much we tell the child that "Aya-yay, nizya", the child, until he gets burned (gets experience), acts in his own way. Similarly, adults, understanding everything perfectly with their minds, often cannot change something in their behavior. On the training opportunity to gain new experiences. training is a specially created favorable safe environment where everyone can try something that does not work in everyday life. Support, attention and good atmosphere training give participants strength and confidence. Doing something new, party training I am sure that no one will laugh at him, scold him, etc. regardless of the result. What can not be said about real life, where any experiments can lead to undesirable consequences. By learning a new behavior by experience, a person thereby appropriates a new behavior model. A model that he will polish in the future in a different environment, in life.
Long-term effect training.
Man passed training, has acquired a new experience, he begins to feel differently, respectively, and his behavior becomes different. It becomes more confident, free, in general, the way he formed it on training. This, of course, pleases a person, and he wants these changes to be long-term and become his usual state. But what is the long term? Will it not turn out that in a week or a month everything will return to its original place? First of all, long-term depends on how ready a person is for change and whether he is ready to further strengthen them. Pass the training- this is only the first step in changing what did not suit. Next, you will have to independently develop those skills that have been developed on training. It is important to understand that the old pattern of behavior was formed over many years, and in order for the new model to assimilate and become part of you, it takes not only time, but also systematic training.
Another point to be taken into account is that training a person not only acquired new experience, but also experienced various strong feelings and experiences for several days. The degree of feelings also depends on the topic, on the involvement of the participant. In one case, when the immersion in oneself occurs superficially, the degree is not so high, in the other, on the contrary, the immersion is deep and the degree of experiences is high. At the same time, it is important to remember that at work, at home, as well as in the whole environment around us, everything is the same (the same temperature). Therefore, when “returning” to society, it is important to understand that everything is still there, only the participants have changed training.
From here you need to follow certain safety rules. How do we take care of the large temperature difference between indoors and outdoors. When it's cold outside, we dress warmer so as not to freeze; when it's hot, we also think about how we feel comfortable. So after training it is worth considering the difference in the emotional state, so you should not pounce on your loved ones, friends and acquaintances with burning eyes, talking about how great you are, about the benefits training, and even more so, there is no need to "drag" anyone, saying that they need it.
I believe that within a month after training, as after a therapy group, it is better not to make important decisions in your life, and even more so not to try to change the lives of your loved ones. The emotional state during this period is unstable, there is an internal restructuring, so you should not immediately go to a new one either. training or to psychotherapeutic groups, to start studying serious psychological literature, all this will only complicate the process of "digesting" the experience and knowledge gained. It is better to give yourself the opportunity to more fully assimilate the acquired knowledge, skills and realize the changes that have occurred in you. And then the effect of the past training will be long term.
"Learning is light!" - our parents lived with such a slogan, trying to prepare a better fate for us and give us an education. True, the understanding of the very meaning and importance of education varies greatly among generations.
Once upon a time, it was enough to get a higher education in order to work at an enterprise all your life and be “like everyone else”. In our time, just a university is not enough, and in order to be successful both in the profession and in life in general, you need to study constantly.
Fortunately, now there are no problems with the offer of a variety of courses, seminars and trainings. There is everything for every taste, in any mode: in person, remotely, online, even by hand with a coach. Frankly, for any budget: there is training both for conditional hundreds of rubles, and for tens and even hundreds of thousands. To gather students and listeners, an entire marketing industry works, carefully “packing” our desires and needs into phrases close to our hearts on landing pages and in sales letters. But will all the courses and trainings be useful to us?
I propose right now to decide on the main criteria for finding “your own” training courses and learn how to separate the wheat from the chaff once and for all.
Training Choice: A Balanced Approach
Surely you have a folder on your computer hard drive with the promising name "Explore". It’s just that everyone doesn’t reach her hands, even though from time to time her conscience torments her for the money spent. Why is this happening?
There are five main reasons for this.
1. Priority. Most likely, the decision to purchase the product was made impulsively, you did not calculate your strengths and, most importantly, your interests and needs. As much as we would like to, we cannot cover everything in the world. You'll have to prioritize. So, if self-realization as a successful lawyer is in the first place in your picture of the world, the lessons of playing the guitar and cross-stitching run the risk of remaining unlearned. If you yourself consciously do not allocate time for this.
2. Specifics. If you come to learn a particular skill in a profession, that's one thing. The scheme works here: I learned - I practiced - I applied - I implemented it in life. If we are talking about trainings on self-development and personal growth, it is already more difficult here.
After all, we really want someone to take and solve all our problems in one fell swoop: give us a “happy and harmonious life”, ideal relationships and the successful realization of our potential. And all this in one bottle, please. As a result, we go to training without a specific goal, with an abstract “to get better” and quickly slide down without seeing the results. Although, perhaps, they are, we are simply not able to notice and appreciate them.
3. Teaching method. We are all different and each of us is different. Someone is ready to master and work out all the exercises on his own, without feedback and get his own results. But, to be honest, such an approach is possible only for a mentally adult person who knows exactly what he needs and goes exactly there. In other cases, we may need feedback from the trainer, support from the group, answers to questions, perhaps even individual work.
Going to the training, you should soberly assess your capabilities and aspirations and choose the appropriate training option. Otherwise, I repeat, you just replenish the notorious daddy on your computer. And waste your money.
4. The personality of the coach. The time has passed when people quickly bought everything that is, all the trainings in a row. Now we are already “full” of self-development, and we need not just knowledge and skills, but also an example. This is where the manner of presenting information by this or that coach, his image and what he broadcasts are important.
To buy a product without studying what its author is, how he lives, what he talks about and what is important to him, is at least short-sighted. There is a chance to be disappointed in the training from the first words simply because there is an internal rejection of the coach. Although at the same time he can have hundreds of satisfied customers.
5. Personal preferences and features. Do you like live communication, group work and reflection? Then the “box” training, no matter how cool and intense it may be, is unlikely to suit you.
This also applies to the format of the presentation of the material. There are visuals who love to read, and they will prefer to study texts. There are auditory people who are important to hear, they will choose audio lectures. Someone is ready to immediately implement the exercises without any theory, the other needs to first figure out how it “works”. And the choice of training will also be different.
All these five points are worth considering when you are just thinking about acquiring a new training. And you definitely need to pay attention to them before you press the coveted button after viewing another beautiful landing page.
Criteria for training that is right for you
So, let's summarize all of the above. A training that is useful for you is one that meets the following criteria:
1. It is based on your conscious choice. You understand that yes, there is a problem here (and you knew about it before reading the landing page), and it needs to be solved in the near future in order to… (here are your benefits from taking the training: what will change in your life and how you will see and feel it ).
2. You know exactly what you will learn and do not put illusory hopes on the training. Relatively speaking, no course will make you happy, healthy and successful presidents or managers of serious businesses. But for sure there are those who will bring you closer to this, if necessary. For example, through teaching oratory skills (a skill), the ability to communicate, listen and hear (also a skill), working out negative attitudes, etc. Not “happy happiness”, but specifically: I don’t shout at the child, I know what I want, I double my income.
3. You are satisfied with the pace and method of learning. You are ready to allocate two hours a week for a webinar, half an hour a day for exercises, you have this time and the opportunity to agree with your loved ones so that no one touches you. You know that the training option you have chosen is right for you: you are ready to go alone, or rely on the support of a group, or enter the coaching process with the understanding that no one will teach you and all the answers are already in you.
4. You trust the coach and somehow admire him and his success. You know what to expect from him, you like his manner of presenting information, you follow him on social networks and / or on the website, read his materials and they are in tune with you. And he is already where you want to go, or on the way to it, and you see it.
5. You believe that this training will help you and are ready to work a little. You see examples of other people, look at reviews and understand: “Yes, this is what I need!” Alas, no matter how valuable and important the information is, no matter how bright and charismatic the coach is, if you just come to listen and convince someone that you are right, nothing will happen. You will simply once again prove your own truth that all are deceivers and charlatans. But this is also your choice.
Try to test the selected training against these criteria, and it will be much easier for you to make a decision. Learn from the best and from the best!
Editorial
Before registering for a training, you need to clearly understand what it is and what it is not. What is the difference between training and lectures or coaching, the business coach explains Aigul Irgaleeva: .
Dealt with the coach. And who is this coach? Answers to the most common questions about coaching Laura Marcante: .
Whatever training or educational course you sign up for, 80% of the money spent on it goes down the drain if you do not understand how your brain assimilates information. So claims Galina Ievleva. Read her article on how to properly approach the issue of your education:.
If you want the trainings to bring you real benefit, you must have a certain resource in order to apply the information received in practice. How to find resources for all this, says Pavel Rakov in the book "Where to get strength for success in any business and personal life": .
