Thoughts on Training ROI from the book “The Ultimate Sales Machine”
I am currently reading “The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies” by Chet Holmes. I was so pleased to see that chapter two is all about training!
Here are some key concepts from chapter two:
Professionals need to improve their skills over time to be successful.
Training passed from person to person, given in a “watch and learn” style, is the worst kind of training you could possibly have.
Good training is an ongoing process, not a one-time event.
“Quality training is guaranteed to make you money.”
So, why does training have a high return on investment? Training will:
Ensure all staff follow policies and procedures.
Raise the standard of performance.
Boost productivity by helping people understand technology features that will save them time.
Reduce employee turnover by boosting their confidence and reducing their stress at work.
Make sure that clients and customers enjoy consistent, positive interactions with all staff members. This means they will keep coming back to your company.
“With consistent training every week in every area of your company, you can put higher and higher standards into place and raise the bar of performance for your entire staff.””
The chapter goes on to explain how training is proactive rather than reactive. You want your employees to know what to do in any situation. This saves time, gives clients and customers a positive view of the company, and reduces mistakes on the job. The use of role playing and case studies in training sessions help participants know how to handle tough situations that arise - and make the best choices.
Imagine your sales team knowing exactly how to follow up with a client. Or, picture one of your customer service representatives smoothly converting an upset customer to a pleased one. Or, perhaps your entire staff is trained on a new AI feature of a company-wide software that saves everyone time. These are just a few examples of many possibilities that could increase the profitability of your business - all thanks to training!