YOU CAN’T MAKE THIS STUFF UP

It never fails to amaze me that after I think I have heard every training horror story someone tells me about a trainer they once had that simply floors me. Tonight at dinner was no exception.

It seems there is a local PMP (Project Management Professional) trainer that recruits a lot of his students from the state using the federally funded WIA (Workforce Investment Act) money for tuition. The stories I heard tonight from not one but two people that took his course at separate times made me sick.

This guy (I refuse to call him an instructor) was to say it very simply ripping off the state and every student that attended his classes. Here is a partial list of some of the things he did;

1)      Class was supposed to start at 6 PM and run until 9PM, he would show up at 6PM and start setting up the classroom. The class would usually start around 7Pm and some started as late as 8PM.

2)      He would bring food into the room for the entire class (seems like a nice thing) but after starting the class late would take time to eat without teaching (not such a nice thing after all)

3)      He would have students roll his food carts back to his office after class.

4)      He wouldn’t answer questions, or allow discussions

5)      He didn’t cover all the information needed for the certification test

This is only 5 of the many things I heard about.

I am relaying this story because as a trainer I want every sales rep out there to understand what they should and shouldn’t expect from a sales trainer.

In the classroom a sales trainer should always be professional. A sales trainer should be attentive to the needs of the learners. A sales trainer should always take the time to answer any and all questions as fully as possible. A sales trainer should set time aside during the day to give one on one help to any learner that needs it. A sales trainer should have the classroom set up before learners arrive and broken down after they leave.

In the field a sales trainer should be setting a good example. Starting early and working a full day maximizing your time together. A sales trainer should be answering ALL your questions, no matter how big or small and should take whatever time is needed to assure that you not only hear the answer but understand the answer. A sales trainer should observe and make recommendations on areas of improvement while reinforcing your strengths. A sales trainer should be preparing you for “the real world” not just spouting theory. A sales trainer should leave you with an action plan, items for you to do to improve your skills. A sales trainer should follow-up with your manager and share what was discovered during the training.

DON’T ACCEPT ANYTHING LESS FROM YOUR SALES TRAINER. Remember, a bad sales trainer is hurting you AND the company. You owe it to yourself and the company that you make a living from to hold the sales trainer to the highest standards.

Lorin