The Training Trap: Solve performance issues with this Madlibs activity

Summer for us means road trips. And road trips mean junk food (insert: ChexMix, Pringles, sodas, etc.)*, alphabet license plate games, and Madlibs. Complete the story below based upon a real client example. A client calls you, asking if you can help with "training."

You: Have the representatives ever sold (product)__________ well?

Client: Actually, they have. Last year was a (adverb)_____ strong year for us. Our best ever! (You record no need for training).

You: So, the sales team has received training in the past to sell (product)______?

Client: Yes! Every new hire goes through mandatory onboarding and we have (length of time: daily, weekly, annual)______ certifications. (You record no need for training).

You: Is the training performance-based, relevant in content, highly simulated, and validated?

Client: (Word of agreement)_____! We have a (company position) __________of Learning Measurement, and she ensures we're pretty buttoned-up in that regard. (You record no need for training).

You: How much time lapses between training and when your sales team is expected to apply what they learn on the job? (You are assessing for the need for job aids, or performance issues that may stem from poor retention of critical information.)

Client: I'd say (number between 1 and 5)_____ days. Pretty immediate.

You: Hmmmm. Okay. It's doesn't seem like skills or knowledge is the issue. May I ask a few more questions?

Client: Shoot!

You: Is there any evidence of the following?

• Sales folks don't receive the necessary inputs to perform their job (triggers, data, etc.).
• The team's workload is too heavy.
• Expectations are too high.
• They lack sufficient tools or equipment.
• Their working conditions aren't ideal.
• They lack access to data.
• They're not provided adequate, timely, or helpful feedback/coaching?
• There are no consequences of poor performance.
• Some tasks are perceived as boring and/or unnecessary.
• Doing well has negative social consequences.
• (You ask a few more pointed questions.... )

Client: (Word of exclamation)______! Now that you put it like that, we struggle with (pick one item from list above)____________, (pick another item from list)_______, and (pick a third item from list) ____________. I can see how my request for "training" wouldn't address these.

Training solutions alone fall short when solving performance issues. Not convinced? Look back at your year-to-date training investment. Why hasn't it helped close your performance gap? Reach out to Exemplary Performance today to discuss a holistic approach that is guaranteed to improve your performance.

THE END.

*Those of you who really know me. No, not really junk food. More like popcorn, apple slices, etc. #nofunmom :)