Archive for April, 2009

Memorable IT Training

Thursday, April 23rd, 2009

Any training, even if it contains the promise implied in the words “management training” can be forgettable. IT training seems particularly prone to this. So, here are a few suggestions which may assist you in ensuring that the need for refresher courses is kept to a minimum (although it should be stated that refresher courses are a perfectly sensible way of assisting the learning process.)

One important factor when teaching IT skills is the location of the training. By far the most effective place is the workplace of the individual being taught. This allows them to use what they are learning in their everyday job which helps not only show how relevant the training is, but makes it easier for someone to remember it.

Mind maps are useful. The key to using these though is to give people the time at the end of a training session to come up with their own.

If the people being trained are already familiar with the business then a very effective way to work is to divide them into groups, show them the new system and processes and invite them to play. Ask them to come up with a presentation of the new changes.

Resilience Training

Thursday, April 23rd, 2009

Soft skills training comes in many shapes and sizes. Often the different forms of training are not mutually exclusive. It is just that their emphasis differs.

Resilience training seems to be the latest, apparently new, form of training coming from America. It has normally been used in the States by organisations who are about to undergo major culture changes. However, as the speed at which businesses have to react to a changing environment increases, it is becoming far more commonplace.

The most basic tenet to resilience training is that the ability to be resilient, that is, to be able to adapt to changes and improvise is not simply something you are either born with or not. It can be taught.

Optimism and positive thinking are key to this type of training. This includes thinking calmly and rationally and seeing problems as opportunities.

Building relationships with work colleagues is also essential. This means that you have a support network, and in return support others.

Motivation skills are a very important part of the mindset which resilience training attempts to instil. That is, self motivation and the ability of managers to motivate their team. This is all the more important at times of stress or after any type of business failure.

Relieving Stress

Wednesday, April 22nd, 2009

One of the keys to personal development is understanding yourself and your own strengths and weaknesses. Most people, however calm by nature, will get stressed and it is important therefore that you understand how to relieve stress. Here are some tips that you may find helpful.

People often forget that breathing is key to controlling stress. If you know you are going into a stressful situation, whether it is a meeting or a phone conversation, take three slow deep breaths. Concentrate on pushing the tension out of your lungs as you breathe out.

Enjoy your lunchtime. Sit down to eat (preferably away from your desk) and enjoy your food. Don’t discuss work while you’re eating. Take some ‘me’ time.

Enjoy time spent travelling. In particular, when you’re driving to appointments, give yourself far more time than you need to get there to prevent stress starting if you hit traffic. Take the time to listen to some music or even a talking book.

In short, remember that you work to live and not the other way around. If individuals or situations are making you stressed, just remember that you are better than them and that you can rise above these people and problems.

Presentations

Wednesday, April 22nd, 2009

Most people find presentations of any sort nerve wracking. Here are some basic presentation tips which should help you control those nerves and be fully prepared.

First of all, know your subject and the material that you are presenting. It may not be possible to know the answer to every question that you could be asked, so be prepared for how to cope with those situations. One possibility is to throw the question open to the room for discussion. Another is to say that you don’t have the precise information to hand but you will get the questioner’s details after the meeting and find out for them.

Think about your audience, the level at which they operate and what they will be hoping to get out of the presentation.

You can never rehearse too much. Practice and then practice some more. Whenever possible get colleagues to listen to the presentation and get them to give you notes.

Familiarise yourself with the room layout before the presentation. You don’t want to be distracted by suddenly noticing an unusual piece of decor.

Relax and remember to breathe. Some long deep breaths before you enter the room will help.

Never apologise. It will make you look like you are struggling.

Presentation skills training is an essential component of soft skills training.

PowerPoint Presentations

Tuesday, April 21st, 2009

Two words that can put dread into the hearts of delegates on management training courses everywhere are “PowerPoint presentation”. They are often seen as, at best, a chance for a snooze at the back of the room and, at worst, as an hour or more of tedium. There are however a number of relatively easy things which can be done to ensure that your presentation does not cause this sort of dread. These things will also help with your personal development.

First of all, you as presenter should be the focus of the presentation: not your slide show. Indeed, almost the first thing you should do when preparing a presentation is ask yourself whether slides are appropriate. If slides are appropriate, they should be a support tool. The presentation should be planned on paper and you need to be clear about what you intend to communicate.

The slides need to be uncluttered, visible and legible. As a guide, the title font should be at least 28 points and the body text at least 22.
Don’t read out the slides to your audience or use them as if they are your speaking notes.

Leave written notes for everyone at the end of the presentation. Tell them you are doing this at the beginning so that they are not distracted by taking detailed notes. Don’t hand the written notes out at the beginning of the meeting as people will start reading them and won’t be focusing on you.

Last Minute Sales Preparation

Tuesday, April 21st, 2009

You should, of course, always prepare thoroughly for any sales presentation. If sales training only taught you one thing, that should be it. However, with the best will in the world there will occasionally be times when the preparation doesn’t get done. These are the times when you will need the last minute guide to preparing that follows.

The first thing is that you need to know your objectives. What do you want to get out of the meeting? If you can’t get a sale, what essential fact finding do you need to undertake? The clearer your objective, the more focused you will be and thus, more successful.

There are certain questions which are always a useful starting point. Ask about current suppliers and what problems, if any, your prospective client has had in the past.

Make sure you find out what the customer needs before you start spouting features and benefits.

Think about the objections that are likely to be raised and have your answers ready. Make sure you are clear on your policy regarding discounts. If they ask for them, do you have any room for negotiation?
Remember, however rushed you are, don’t let that communicate itself to the prospect.

Engaging Your Audience

Monday, April 20th, 2009

If you are a trainer, it doesn’t matter whether you are running a management training course or any other type of training, you need to ensure that your audience is fully engaged.

The reason that people with experience of professional theatre make such good trainers is that they understand about working an audience. They can read their audience and ensure they are keeping people as engaged as possible.

Even when the same course needs to be presented many times, there is no reason for it not to be kept fresh. Topical references, whether used for humorous effect, or illustrative purposes should be constantly updated.

Many courses will start by discussing training styles, which can become repetitive for delegates who are undertaking a lot of training. However, discussing the ways in which delegates will relay the information to their colleagues can be a good way of getting them to think about how they can get the best out of the course without hitting them over the head with educational theory.

Some delegates can be difficult to deal with. They may resent being at the training for any number of reasons. It is never a good idea to call them out on this in front of the class. It is far better to have a quiet word, empathise and ask them what’s troubling them.

Appraisals

Monday, April 20th, 2009

There are a number of areas of soft skills training which should be looked at when considering how to prepare staff to undertake appraisals. These include being able to give feedback effectively and how to deliver difficult messages. These are a specific application of communication skills training.

Other areas to cover include general management issues such as motivating staff. The most basic part of this is day to day management of staff which should involve giving praise to staff and dealing with any issues that arise as necessary.

Actually it is not just managers that need appraisal training. Staff that don’t have anyone reporting to them also need to understand the appraisal process and what it is for so that they can ensure their own appraisal is meaningful and helpful in terms of their career development.

Appraisals are a two way process. The person being appraised should have the opportunity to voice their views and concerns. The appraiser will, of course, tell their charge how they think they are doing and how they can improve.

Appraisals are also the time when targets based on the core competencies and specific duties of a jobholder can be set. It is important that the jobholder has a full input into that part of the process to avoid disagreements and conflict further down the line.

Keystones of Sales Training

Sunday, April 19th, 2009

There are certain major areas which should always be covered in sales training. These tend to be those things which customers value from a sales person.

The first area is that of client knowledge. Before going to see a new sales lead, the sales person should carry out research about the prospective customer. What does the sales person know about that company’s management structure? Who are their main customers? Have they landed any large new orders? By knowing about a business, the sales person is demonstrating that they have taken an interest.

Sales people also need to have knowledge of the industry that their prospective customer is involved in. Whilst you can’t expect sales people to have a comprehensive knowledge of every industry they might come across, it is worth their while researching an industry so that they have some level of understanding of what the company they’re selling to has to deal with day to day.

Obviously, product knowledge and the ability to link features to benefits and show favourable comparisons with rival products is essential.

Finally, sales people need to have good selling skills, or to be more specific the ability to listen, empathise and persuade clients into purchasing.

Assertiveness

Saturday, April 18th, 2009

Many people who think they are being assertive can come across as rude. They appear to be attempting to bully and shout people down and refuse to listen to the other person’s point of view. Unfortunately, they often mistake the hectoring style of Jeremy Paxman and his ilk as an example of assertive behaviour.
What assertiveness actually means is having the confidence to put your view across in a polite but determined way. It is all about not being used as a doormat.

There are a number of key areas which can be looked at, as this is potentially a complex area.
Staff need to examine their own feelings and how they can deal with them.

People need to recognise what their acceptable boundaries are and how to ensure that other people recognise those boundaries.

There are many coping mechanisms which can be practiced. For example, showing people how to bring unhelpful conversations to an end.

Staff have to learn how to say no and how to mean it without causing offence.
Anything that can be done to increase confidence is helpful.

People need to look at what are awkward situations for them and when they are most likely to occur. They should understand how to avoid those situations, or failing that, how to bring an end to those situations.
This can form a training course in its own right or be part of general soft skills training.