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Making training accessible to staff members

Incentive programs that encourage partaking in sales training shouldn't stop once the employee has attended a seminar.

Regular training programs are a key part of staff development. Providing tips and insights into consumer behavior and giving team members time to practice new procedures in a stress-free environment can lead to more efficient offices and better performance. However, many employees resist participating in these initiatives because they feel the programs are a waste of their time.

"There are way too many training programs out there where a salesman is basically sitting there listening to a lecture," Earl Robertson, founder of Quota, told the Financial Post. "By the end of the day, you’re lucky if they retained 10 percent of what they learned. It's boring."

Some companies, such as Quota, have taken to providing more interactive training programs to help combat resistance to staff development programs, but there are other ways to energize staff, including linking them with employee incentive programs. U.S. News and World Report states that providing employees with tangible benefits can increase their participation in training initiatives.

Incentive programs that encourage partaking in sales training shouldn't stop once the employee has attended a seminar. They also need to account for the increase in performance following the training, as this will push staff to use the skills they were taught in the development lessons. By linking the two developmental goals, businesses will see a greater return on their investment and staff may soon begin to seek out new opportunities to refine their skills.

Creating an engaged culture
Actively engaging employees in their own development will build a culture that encourages staff to continually improve their skills. Providing educational options for workers can further enforce this culture and lead to greater participation. Additional training classes may seem like an extra expense, but many organizations find that these increase the value of development programs by giving staff the opportunity to learn a variety of skills. Offering a selection of training opportunities also enables workers to choose programs that interest them, which makes it more likely that they will retain and use the lessons. Variety is also the key to training multigenerational work places.

"Training a 25-year-old is very different from training a 55-year-old," Robertson told the Financial Post.

Building a company culture of dedicated and engaged workers will help businesses compete in a continually changing market. As staff needs change, the right sales training and rewards program could encourage participation in developmental initiatives designed to overcome new obstacles.

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