Tips for Identifying Training Needs

To produce true benefits, training should be targeted to achieve your business goals and to respond to gaps in associates’ current skills. Conduct a needs analysis to help you decide what topics to offer in your training. Ask yourself:

  • Does your business plan call for activities, such as an expanded use of e-mail or social media by salespeople who may be hindered by a lack of skills?
  • Are there points in the transactions process that are frequently not being handled well? For example, are your salespeople obtaining listings, but failing to sell the listings?
  • Are there new laws or regulations that salespeople should know about?
  • Have you had a significant number of complaints from customers on a specific issue?
  • Are you losing market share, or has the market in your area changed in some significant way?
  • Are there certain questions or issues that you or your sales manager often receive questions about from associates?
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