sales training

Metlife Training Bangalore 18 Dec.2006 Mon

DRAMATIS PERSONAE :
--------------------

TEAM MATES : Durgacharan Chatterjee from Bubaneswar. From Tata AIG Alt channels. 6.5 years exp in I.T. solutions and banking. Praveen Sambyal : punjabi working at Jammu. 11 years in Pharma sales and 1.5 years in training. Ratnottama Chatterjee : Journo. strayed into training.

OTHERS : Julmin Christian ;: Automobile Engineer. 41. 2 years as a sales manager in Metlife. Priyanka Sharma : Kolkotta : In house advisor for Max New York Life. Tata AIG Gen Insur training exp. MBA from Symbiosis , HR.

Nalin Suchak : Decade and above in printing industry and out door advertising. ICICI Pru advisor. Consultant trainer. Bajaj Allianz sales manager. 2 kids.

Priyanka Ganguly : Beautician. From TaTA AIG insu, as a trainer. Trip to U.K. on her own.

Sanjay Tyagi : Delhi : MBA from Holland. ( self acclaimed ) spiritual trainer.

Room mate Manish Bhayani : 16 years exp in Tata Finance. He had a business. DSA for financial services. Not running well. Came to job.

Sanjeev Dass Delhi : from Birla Sun life and met life as a sales manager.

Sandeep Chowdhury, Gurgaon : from Amity business school. Teaching background. Teaching to MBA students.

Vikram Kanwar : 25 years experience, from : Eureka Forbes -> Om Kotak ->Bajaj Allianz sales manager -> 8 months into met life.

Naresh Narulla : from Delhi. Pharma , tobacco , cellular telephony, sales.

All in all, the group reminded me of an excerpt from " Les Miserables " by Victor Hugo :

" They belonged to that bastard class formed of low people who has risen, and intelligent people who have fallen, which lies between the classes called middle and lower, and which unites some of the faults of the latter with nearly all the vices of the former, without possessing the generous impulses of the workman, or the respectability of the bourgeois. " ( that included yours truly )

18 dec 2006 mon ; SANYOG JAIN :
----------------------------------

" Training is like utility ( like gas / power ). A Thankless job. No one thanks when every thing goes well. But everyone tends to blame when things to wrong or get caught up by Murphy's law.

OUR JOB PROFILE : (1) F.A. Training. (2) C.S.T. (3) Field Management training ( that is s.m. induction school ) (4) T.P.D. advisor training. (5) Employee benefit group training ( what ever this is !!! )

BELIEVE THAT : Good training improves : a) Confidance (b) Productivity ( c) Retention (d) Culture (e) Reduce future training and marketing costs (f) Can attract the best talent .

OPERATING MANTRA : Trainer is also like an entrepreneur. Within the company, on salary basis.

" No one will get up in the morning, and thinks, ' I'll buy insurance today'. No one will get up in the morning, and say to himself ' I will sell insurance '. Similarly, no one will get up in the morning and say to him / herself " I'm going to attened a training in insurance !! " , you have to make it happen.

Attract follower ship. Plan. Execute. Review.

" Adults learn in small increments ". Learing is a recurring process. Repetition is the mother of all learning. "

" The only biggest room in the world is - the room for improvement " .

" Strong induction leads to high retention. "

" Sales and training are the sides of the same coin "

" 80 % of the learning take s place in the field "

" Give more role plays "

" Develop people can apply in a dynamic environment "

-------------------------------------------------------------------------------------
This is one success table which you need to show to every F.A. during their induction program.
-----------------------------------------------------------------------------------

Agents' Survival Rate and its relation to their business in the first 6 months :

policies in first 6 months % Surviving in the first policies / agent after 3 Y
3 years
----------------------------------------------------------------------------

0-9 / 30 % / 24

10-19 / 31 % / 51

20-29 / 46 % / 67

30 - 39 / 52 % / 76

40 + / 68 / 103
-----------------------------------------------------------------------------------

POST LUNCH : COMMON DENOMINATOR OF SUCCESS ; ALBERT E.N.GRAY . SANYOG JAIN
------------------------------------------------------------------------------------

Hard work is no more a ' secret'. #

18 DEC 2006 ------------------- ( SANYOG JAIN)

5 Skills a training manager is expected to have :

(1) Activity ( 100 hours training delivery per month )
2) Selling skills ( to demonstrate in training room ; and to go and teach in joint sales calls
(3) Marketing skills ( to market your training programs to your internal customers ; to FA s and sales managers ; product training, pinwheel 1 & 2 etc)
(4) Business Organisation skills ( to keep lapt top projector etc ready ; to keep the trainng room and other tools ready ; feed back forms ; attendance forms etc ready ; post training documentation etc)
(5) Business Management skills
( to keep the Advisor activization ratios above company's expected standards ; keep talking to them for 90 days after training )

----------------------------------------------------------------------------------------------------------------------------------------------------------------------------------- Who do you get attracted to

? A : you get attracted to people who can take you TO THE NEXT level. Do you , as a trainer, have it in you to take your advisors to their next level ? To take them to MDRT etc ?

" All over the world, propsects have most resistance to buying life insurance. But , once they buy, they end up buying 6 to 7 times during their life times. That is the reason why, LIfe Insurance is one of the biggest industries all over the world " .

" Make friendship with the leading advisors in your branch. Invite them to talk in your training programs.Ask them to share their success, their set backs, their achievements, problems they undewent etc - the the new set of advisors you are training. For, The best way to sharpen a piece of iron is to rub it with another piece of iron ! "

For the first 90 days, F.A. is your baby. The trainer's baby. Those trainers whose training halls are full of people - are professionals. Those whose hall is empty, are APPRENTICES !!

" If you need to call people ( for your training program ) for 5 hours, or if you need to make a 100 phone calls, PLEASE DO !! " " You are an entrepreneur and you have to market your training programs. Do not push the blame / responsibiity on sales managers alone. They have enough problems without you ! "

" Repeadly call people and attract them to the class. "

ACTION PLAN FOR TRAINING MANAGER ------------------------------------------------------------------------------------------------------------------------------
1.MIS - of advisors ; concerned sales managers ; licensing ; business done etc ; activization ratios ; attendance etc.
2.Putting the ' Training Calender' on display.
3.Calling the target audience at least TWICE before training date. Follow up the same with concerned sales managers.
4.Taking part with the sales managers' unit meetings.
5.Joint sales calls - at least 8 a month.
6. Marketing the ' Pinwheel 1' and ' Pinwheel 2' in the same fashion.
7.Ensuring the maximum audience for all our training programs - taking responsiblity for the same and without passing the buck on sales dept.
8.Reading telugu / english regular papers / financial papers - givning relevant paper cuttings to sales managers and advisors - giving them the most updated TOOLS to fight market competition.
9.Telling the advisors in the training - the COLLECTIVE PREMIUM mopped up by PRIVATE PLAYERS - to give them the idea of vast market potential for insurance market.

--------------------------------------------------------------------------------------------------------------------------

(McGraw-Hill Training Series) @ amazon

Here's the link of Mc Graw Hill training series . Go through the list of bibliography, reviews and see if they'are available at local book stalls. For, Mc Graw Hill people do publish some ' Eastern Economy Editions' which are affordable by you. Here's the link to follow :

http://www.amazon.com/exec/obidos/search-handle-url/ix=stripbooks&rank=%2Brelevancerank&fqp=relevance%01281000-%02keywords%01%252528McGraw-Hill%252520Training%252520Series%252529&nsp=score%01proj-unit-sales%02bin-fields%01none%02post-process%01docid-ve%02dispatch%01search%02results-process%01bin%02platform%01gurupa&sz=10&pg=1/ref=s_b_pp/102-4112158-5354540

the ASTD handbook for training - the bible

Here's the book description :

Book Description
----------------
A Treasure of Performance-Boosting Tricks for Trainers! The best training and development handbook ever published just got bigger and better! The ASTD Training and Development Handbook, Fourth Edition, by Robert L. Craig, is bursting with great new training ideas that'll help you work your magic in your organization. Top industry leaders give 100s of practice-proven techniques you can use right now to: Develop effective leadership skills; Exploit self-directed learning to meet empowerment, continuous improvement and other quality goals; Maximize an increasingly diverse workforce; Select and develop professional training staff; Design customized instructional systems; Build employee participant and involvement; Promote computer literacy in your workplace; Prepare for organizational development and change; Sell management on the importance your HR programs; Measure and evaluate training results; Much more!

A REVIEWER'S bird's eye view :

The Handbook is divided into 5 Sections: 1) The Training & development Function - Covering such topics as the learning organization, history of training and cost accounting for training. 2) Program Design & Development - The chapters on ISD; HPT; Adult Learning; & Evaluation are brilliantly written. I keep on going back to them again and again. 3) Media & methods - Includes some good case studies as well as Thiagi's excellent chapter on instructional games. 4) Training Applications - This is a brilliant discussion of almost all training topics that you might come across. 5) Resources - While these might be a little dated, they are still quite useful.

http://www.amazon.com/gp/product/007013359X/qid=1137953380/sr=1-1/ref=sr_1_1/102-4112158-5354540?s=books&v=glance&n=283155

.......... in the same page, have a peep at the list mania too !

The link below gives us the entire list of ASTD training materials. See if you can get them from the British Library. Or if company provides or whetehr we can buy !

http://www.amazon.com/exec/obidos/search-handle-url/ref=br_ss_hs/102-4112158-5354540?platform=gurupa&url=index%3Dstripbooks%3Arelevance-above%26dispatch%3Dsearch%26results-process%3Dbin&field-keywords=ASTD

Training for dummies ( 5 star @ amaz)

Link here :

http://www.amazon.com/gp/product/0764559850/ref=sib_err_shop_10/102-4112158-5354540?n=283155

BOOK DESCRIPTION :

Book DescriptionFollow a training cycle start to finish! Use modern instructional techniques and dynamic delivery to reach and teach learners! There's a big difference between "knowing your stuff" and knowing how to teach others your stuff. Trainers have to know both. Whether you're an employee who has been tapped to train co-workers or a professional trainer who wants to hone your skills, Training For Dummies provides proven, effective tools and approaches. Discover how to Conduct needs assessments Custom design training courses Adapt for different learning styles Enhance participation and learning Prepare for the new certification procedure .

A REVIEWER'S RECOMMENDATION :

DO NOT skim this book. Turn to the sections that fit your most pressing need (and there is a ton of them!) and read long, and read deep. Learn how to handle that challenging student as well as understand why that student may be exhibiting "dysfunctional" behaviors when you are working so hard to help them learn. Learn how to organize your thoughts, your interactions with the trainees, and all those things that successful trainers do.

It is no wonder this book is endorsed by the American Society for Training and Development (ASTD), it works! Read it before EVERY class, after every class, and keep it by your bed. At night, read a paragraph or section before you go to bed. In the morning, read it before starting your day. Keep a learning journal nearby to write down questions, insights, or the many ideas TRAINING FOR DUMMIES will inspire. This is a VERY user-friendly book. Your trainees, students, bosses, and fellow trainers will be glad you read it and use its advice!

Telling Ain't Training by Harold Stolovich ( 5 star)

This book gotten rave reviews at amazon. See if you can get this book from British Library. LInk here :

Editorial Reviews
Book DescriptionThis book is an entertaining and practical guide for every trainer and performance improvement professional as it tackles the three universal and persistent questions of the profession--how do learners learn, why do learners learn, and how do you ensure that learning sticks. This interactive book with it fun and breezy style illustrate the authors' point of view that learning should be active and enjoyable. Playful illustrations demonstrate the solid research that back up the authors' contentions and help readers separate learning myth from fact to dispel beliefs and practices that often harm the instructional process

http://www.amazon.com/exec/obidos/tg/detail/-/1562863282/ref=pd_sim_b_5/102-4112158-5354540?%5Fencoding=UTF8&v=glance

Also by the same author : Training Ain¿t Performance - also got 5-star rating. Link here :

Editorial Reviews
Book DescriptionTraining Ain't Performance is a whimsical, entertaining, and solidly written book that takes on the subject of human performance in the workplace. From its first chapter, Show Me the Money, to its concluding chapters, Hit or Myth: Separating Fact from Workplace Performance Fiction, readers are gently guided toward an understanding of human performance improvement and how to use it for real organizational value. About the AuthorHarold D. Stolovitch and Erica J. Keeps share a common passion—developing people. Together they have devoted a combined total of more than 70 years to make workplace learning and performance both enjoyable and effective.

http://www.amazon.com/gp/product/1562863673/ref=pd_sim_b_1/102-4112158-5354540?%5Fencoding=UTF8&v=glance&n=283155

Telling Ain't Training by Harold Stolovich ( 5 star)

This book gotten rave reviews at amazon. See if you can get this book from British Library. LInk here :

Editorial Reviews
Book DescriptionThis book is an entertaining and practical guide for every trainer and performance improvement professional as it tackles the three universal and persistent questions of the profession--how do learners learn, why do learners learn, and how do you ensure that learning sticks. This interactive book with it fun and breezy style illustrate the authors' point of view that learning should be active and enjoyable. Playful illustrations demonstrate the solid research that back up the authors' contentions and help readers separate learning myth from fact to dispel beliefs and practices that often harm the instructional process

http://www.amazon.com/exec/obidos/tg/detail/-/1562863282/ref=pd_sim_b_5/102-4112158-5354540?%5Fencoding=UTF8&v=glance

Also by the same author : Training Ain¿t Performance - also got 5-star rating. Link here :

Editorial Reviews
Book DescriptionTraining Ain't Performance is a whimsical, entertaining, and solidly written book that takes on the subject of human performance in the workplace. From its first chapter, Show Me the Money, to its concluding chapters, Hit or Myth: Separating Fact from Workplace Performance Fiction, readers are gently guided toward an understanding of human performance improvement and how to use it for real organizational value. About the AuthorHarold D. Stolovitch and Erica J. Keeps share a common passion—developing people. Together they have devoted a combined total of more than 70 years to make workplace learning and performance both enjoyable and effective.

http://www.amazon.com/gp/product/1562863673/ref=pd_sim_b_1/102-4112158-5354540?%5Fencoding=UTF8&v=glance&n=283155

Viva training activity books to buy

Viva books has segregated sales training and ' general training' into 2 or 3 categories. When Mr.Ravichandra Chadda called me on around 10.Aug.05, for 'demo' which never took place in that year, I spent some Rs.800/- and bought some 8 books. But read only 3 of them. Even they, need revision and revisiting.

Here are the books I need to buy , on priority basis, as soon as I get app. order from Bajaj Allianz. Last time I was disturbed that I did not get a call from All.Bajaj, inspite of me being an able, competent contender.

I bought those ' networking' books and made a wonderful presentation. I can blame none but my own bad luck for not making it to training 4 months back.

Anyway, these are the books to buy and read and make presentations about : ( with ISBN bar code numbers)

I. TRAINING ACTIVITIES SERIES : ( all books @ Rs.195/-)

1) " Ice Breakers" by Ken Jones . ISBN - 81764-90083.

2) "Facilitating Learning" by Tony Spinks. ISBN 81764 9013x

3) " Councelling Skills Training" by Phillip Burnard . ISBN 81764 90091

4) " Interpersonal Skills Training" by Phillip Burnard . ISBN 81764 90075.

5) "Leadership Training" by Elizabeth Christopher . ISBN 81764 90121.

6) " Outdoor Training " by Bill Krouwell . ISBN 81764 90156.

7) " Role Plays " by David Turner . ISNB 81764 90113.

8) " Team Building " by Glenn M.Parker. ISBN 81764 90148.

Further , a lot of purchase is there. For more bibliography, see ' viva books' catalogue in ya my documents.

Training Outsourcing Website

Here's the website , useful for professionals as well as corporates, on training outsourcing. Here's how, from the horse' mouth.

Business Strategy & Outsourcing Learning Community: Focus, Future, Advancement
Business Strategy & Outsourcing Learning Community is the new frontier of the training industry. Just as IT outsourcing and HR outsourcing activities have evolved over the past 25 years, the next growth segment of outsourcing is in training services.Business Strategy & Outsourcing Learning Community is the industry's first and only knowledge community focused specifically on strategies, best practices, emerging trends, and outsourcing for learning and targeted specifically to executive decision makers.

Objective
To be the solution source for the training industryBusiness Strategy & Outsourcing Learning Community provides a place where corporate and government executives access information and intelligence in focused areas of training. You can find the leading learning products and services providers that can deliver needed solutions.Our mission is to be the most credible, timely, trusted and robust knowledge community focused entirely on the training industry.
Focal Points
Superior search environmentUsing our unique, Find a Training Company/Professional search engine, buyers locate suppliers based on selected products, services, location, or geographic reach. Suppliers create a profile for buyers to search and determine the training company or professional best suited to fill their needs.This is the most accessed feature of our Learning Communities!Latest headlines, articles, white papers, case studies, supplier spotlights, and more...Business Strategy & Outsourcing Learning Community provides the most comprehensive information available in focused areas of the training industry. Visitors have easy access to industry press releases, schedules for upcoming events, articles, case studies.

http://www.trainingoutsourcing.com/

bibliography /sales training /amazon

Amazon dot com is very resourceful. Thanks to Jeff Bezos. Today, I typed ' sales training' here, and got this link, full of ' 5 starers'. Read all reviews and book excerpts in leisure.

http://www.amazon.com/exec/obidos/search-handle-url/ref=dp_srsubj_entry/103-1455801-9370204?%5Fencoding=UTF8&index=books&field-keywords=Sales%20Training

And prolifereate the links. Amazon. Read all reviews. Get acquainted with all the great books and authors on this subject. Carry the list to walden or book selection centre. Invest and buy them. Good luck..

sales training book

sales training

About Me

Previous Posts

Archives

Tuesday, December 26, 2006

Metlife Training Bangalore 18 Dec.2006 Mon

Sunday, January 22, 2006

(McGraw-Hill Training Series) @ amazon

the ASTD handbook for training - the bible

Training for dummies ( 5 star @ amaz)

Telling Ain't Training by Harold Stolovich ( 5 star)

Telling Ain't Training by Harold Stolovich ( 5 star)

Viva training activity books to buy

Thursday, January 12, 2006

Training Outsourcing Website

Monday, August 15, 2005

bibliography /sales training /amazon

Thursday, June 16, 2005

sales training book