TRAINING AND DEVELOPMENT ( continue)

URGENT PLEASE ( I need your help)

Assignment

3. Take into consideration the length of the course, the training methods and the deliverables promised, compare the two proposals for these elements. (6 Marks) Identify which proposal best. meets the training delivery needs, support your answer. (250 words - 4 Marks) 4. Compare the training effectiveness measures each company have proposed and analyze against best practices identified in the course textbook. Which vendor's approach do you think is best and why? Support your answers with facts from each proposal and content from the textbook. Refer to Chapter 14 - Table 14.2, Page 465. (10 Marks) 5. Using the rating scheme that follows on the next page, place an ' X ' in the cell that corresponds with your rating of each proposal across the criteria listed down the side of each table. Total up the ratings and enter that number in the last row of each table ('Total Score'). For example, if you rated each criteria a '5' for ACME, place an ' X ' in the column labelled ' 5 ' and the number' 30 ' 6 criteria xS=30) in the cell to the right of the words 'Total Score' at the bottom of the table. Once you have completed rating the two vendor proposals, use your rating scheme to inform your recommendation to your Director, HR. Write up your recommendation and support it with an example from each of the six criteria in your analysis of vendor RFPs. Please ensure to include the rating tables in your submission. (200-300 words - 18 marks) Rating Scheme: 5 points: Fully Meets. 4 points: Meets, with minor gaps (no compromise required) 3 points: Meets, with moderate gaps (some compromise required) 2 points: Partially meets (significant gaps, compromise required) 1 point: Does not meet. VENDOR #1 ACME Sales Training Proposal Bxecutive Oveniew ACME Sales Training is an organization with 17 years of experience helping organizations establish and enhance their selling skills. Our team consists of: Allan Simms, MBA Christine Spencer, M.Ed. Mark Brown, M.A. Elizabeth Simms, Ed.D. Our mission is to create impactful and memorable learning that establishes and enhances performance and business results. Our client list spans all sectors of industry, both private and public entities, our specialty rests within Consumer-Packaged Goods. OurPlan Having reviewed the results of the Needs Analysis, our team proposes the following solutions as a Training Program to close the performance gap of Handling Objections. We will use the next four stages of the ISD process (following the Needs Analysis) as follows. DESIGN We have determined the learning objectives to be as follows: 1. Prior to attending the two-day training course, using an online eLearning platform, all trainees will review the stages of a sales call and then the selling cycle. Prior to attending the in-class training course, all trainees must pass an online quiz with a minimum of 80%. 2. During the in-class portion of the training course, using lectures and table sharing, trainees will learn about influential communication techniques to use when handling objections. 3. Using role plays and custom-built scenarios, trainees will practice handing objectives using influential communication techniques. The facilitator will observe the role plays and provide feedback for improvement. DEVELOPMENI We acknowledge your trainees may have a range of selling experience, so our development team proposes the following adult learning technques and methods lo ensure everyone benefits and the performance gaps close. cLearning - Scenarios will put the trainees in the experience, and they will experience the conseguences of their decisions not only intellectually but will see what happens as a result (close the sale, get commission, or lose the sale and see who does and why). - Pause-points throughout the training to allow for trainees to reflect on the learning so far, attach key points to personal experience, this way they remember things and their performance can improve. In-class Dur skilled facilirafors will draw your iraineps ant (alrhough, let's face it, Salpsnenple ann't uenally shy!) with provocative questions, engaging activities and then force reflection and learning through verbal sharing and journaling activities to drive home the key points. Handling objections is both a communication skill a in intellectual pursuit. Getting inside the mind of the buyer to anticipate objections is the intelle. Lual component, and the communication skill in responding to the objection is where it all comes together. Role playing (we know, everyone "loves' to role play) makes this practice, perfect. The methods we would use include lecture, role-plays, games (because we know salespeople like to compete) and reflection using written exercises. IMPLEMENTATION The training course will take two days. The schedule is as follows: EVALUATION Training is only a good solution if it results in performance improvement so at ACME, we include as part of our training solution, individual coaching for all trainees. Our program is as follows: - 3-month coaching calls with each trainee - 30 minutes/month for 3 months - Practice with role playing prior to sales calls -virtual or in person, whatever works best for your trainee - Meetings with trainee supervisors to discuss areas where support is warranted and offers to train supervisors how to support these nows akills of the calesforce. Closing the Sale Training Proposal Dxecutive Overview Closing the Sale has been a Sales Training organization since 2002. Operating globally, our team has the experience and skills to connect with your salesforce and make improvement happen! Our life's work has been to impact the bottom line of each organization we work with through proven adult learning techniques and training that resonate with our audience and cause positive behaviour change. Our client list can be found on our website, but of importance is to mention we have experience in the Consumer Packages Goods sector, having worked with Procter \& Gamble, CocaCola Beverages Inc., Molson Coors, Brock Street Brewing and many more. We understand your selling cycle and your buyers and can help you tum your current sales shortfalls aroundl Our team is looking forward to working with you: Celine Phillips, Ed.D. Scott Baker, MBA Tricia Stevens, B.Ed., MBA Henry Marshall, B.A.Se. OurPlan We acknowledge you have completed a Needs Analysis and that your conclusion is your organization needs to improve their skills with Handling Objections. Using this information, our first step is to validate that finding and setup a virtual meeting that would last one hour with six of your salespeople. We want to do this in order to ensure we dicsign a program that meets the needs of your salespeople. An hour of engaged dialogue with six of yuur staff will help us create scenarios that are relevant for the training course, as well as confirm your findings. Upon confirmation or clarification of the performance gap. We can then proceed with designing. developing and implementing the training course. Assuming the performance gap stems from an inability to handle objections effectively, and bring the sale to a close, we propose the following learning objectives for this one day course: 1. Given in-class experiences in the morming, trainees will learn about our trademarked approach to handling objectives and be tested on it with an in-class gamified evaluation. 2. Using role playing after lunch, trainees will practice using the handling objectives approach with in-person role plays where feedback for improvement will be provided by the facilitator and fellow trainees. Additional methods to practice these new skills will include virtual scenarins on a digital platform where frainers internct with a gamified htyer in a scenarin and the game responds to the methods used by the trainee. This way the trainee gets immediate feedback regarding closing the sale or losing the sale! Lastly, trainees will take part in mocked-up telephone sales experiences, as phone-based selling is a common approach in this industry. DEVFEOPMENT Using our vast library of experience on a globa. sis, our approaches will incorporate leading edge iechniques as well as custom built solutions unique ta your environment. The methods we propose to use in this one-day course include the following In-Person Training Course (One Day) As described in the learning objectives, our approaches will include facilitator led discussions on our trademarked techniques to handling objections coupled with.proven experiential techniques that encourage behaviour change, performance improvement and retention. To review, our techniques will include: - Interactive, engaged, facilitator led discussion to introduce the performance gap and then our techinque to handling objectives. Essential to this is a review of comimon comintuncation mistakes and proven solutions to avoid those pitfalls many salespeople can fall into during a sales call. - Leaming content is nothing without practice, so the methods we propose to use include practicing the new skills on three platforms: 9. Inapersnn mle plays with fellow trainees o Gamified experiences where the trainee enters into a digital world in a sales experience and applies the new techniques with immediate consequences both positive and negative - In-person telephone-based role-plays where the trainee must rely solely on their verbal communication techniques to build rapport, address objections and close the sale IMPLEMENTATION - One Day Training Course The day's agenda would look like this, pending approval from your tcam: Introduction and Welcome! Closing the Sale techniques to Handling Objections Lunch Practice - Practice - Practice - Group breaks into three groups, then rotates from one experience to the next: - Physical in-person role plays - Online gamified role plays - Telephone-based role plays Wrap up Training Day EVALUATION To evaluate whether your salesforce has improved its skills when handling objections, we propose a post-training follow up survey be conducted 2, 4, 6 and 8 weeks after the training. Additionally, we will conduct follow up coaching calls ( 15 minutes in length) one week post training, then 3 weeks and further as needed