It’s easy to fall into the trap of planning before agreeing upon a desired outcome. Trainers are particularly susceptible to this pitfall, because they are often comfortable with last-minute requests and pride themselves on being nimble and responsive.
“Training solves all problems” is a common but misused mantra. While training can improve performance and enhance safety, the truth is that a training program serves one purpose: to develop competencies connected to work.
The one question you must be able to answer to communicate to your vendor, to your management team and to your sales force is: What do you want your representatives to be able to do differently as a result of the training?
The most successful companies today have a workforce that is aligned behind a company’s strategic objectives and core values.