Wife training: amazing effect!

Generally, an enterprise's training for its subordinates mainly includes two-way communication, field trips and other forms.

Two-way communication: If the staff is the headquarters staff, in order to enhance the sense of work reality, they may be assigned to the front-line business unit to study and exercise for 1-6 months. If employees are front-line backbone personnel, they may also be assigned to the headquarters or other counterpart business units to work together for 0.5-2 months, so that employees have time and energy to summarize and refine the actual operating experience, so as to facilitate communication within the group and realize group resource sharing.

Outgoing investigation: In order to broaden our horizons and enrich our learning experience, the company will organize managers, professionals and award-winning staff to visit other places, including excellent enterprises or institutions at home and abroad.

Training points system: After participating in various trainings and completing their courses, employees can apply for points to the Human Resources Department. The points will be the most comprehensive record of employees participating in the training. The number of annual cumulative points is one of the reference criteria for the promotion or promotion of employees. The requirements for different types of employees are different.

Publication and query of training information: The Human Resources Department will regularly publish training information, mainly including: annual training service overview, monthly training and training plan, external training information, weekly training information and online version of Training Information. Employees can log in to the company's homepage to query or consult the full-time personnel of their unit.

Case analysis: DELL's "wife training"

DELL company adopts "wife training" to train sales personnel.

The so-called "wife training" is to compare the sales manager to the "wife" of the new salesperson. The sales manager, like a wife, constantly nags and encourages the new comer in the ear, so that the new comer can form a long-term good sales habit, so that the sales training can finally play a role.

The training is completed by the training manager and the sales manager.

The new salesperson not only reports to the line manager, but also to the training manager.

The training manager undertakes the function of skill training, tracking and assessment (ranking the sales newcomers every week and informing them of the ranking by e-mail).

The sales manager undertakes the coaching and management functions, and achieves the goal of improving performance through the final implementation of the new employees.

The first is a three-week intensive training, in which experts explain the process and skills of sales and invite experienced salesmen to share their experience.

Then a meeting will be held every weekend with the participation of the sales manager and the training manager to check the progress of the newcomers last week, discuss and share their work experience, analyze new sales opportunities, and develop the sales plan for the next week.

The sales manager, the training manager and the newcomers discuss the growth of the newcomers and the next step. Finally, the "wife" can consciously guide new people to use sales skills, encourage new people in time and manage new people effectively.

The effect of "wife training" is amazing. The figures can show that the average quarterly sales of DELL sales representatives is $800000. When there is no "wife training", the average sales of new people in the first quarter is $200000. After such training, the average sales of new people in the first quarter reaches $560000, far higher than the sales of new people in the previous sales of $200000.

It is also an important way for employees to learn about the internal information of the company. In particular, information that allows employees to know how the company makes money can have a great incentive effect. According to a survey report of Business Week, 59% of employees think that the best way to motivate them is to directly tell how their work helps the company make money, and 77% of managers also think so. How to operate it? The department manager first finds out the important figures about performance that the company most values, explains the difference between the company's cash flow, income and profit, and how to read the income statement and balance sheet, so that employees can connect their work with the final profit level of the department and the company.

 太太式培训：效果惊人！

  通常一个企业对下属的培训主要包括：双向交流、外出考察等形式。

　　双向交流：职员若是总部职员，为增强工作实感，有可能被指定到一线经营单位去学习锻炼1-6个月。职员若是一线骨干人员，也有可能被指定到总部或其它对口业务单位联合办公0.5-2个月，使职员有时间、精力来总结提炼实际操作经验，以利于在集团范围内交流，实现集团资源共享。

　　外出考察：为拓展视野、丰富学习经验，公司将组织管理人员、专业人士以及荣获嘉奖的职员到外地考察，考察单位包括境内外的优秀企业或机构。

　　培训积分制度：职员参加各种培训并获得结业后，可以向人力资源部门申报积分，积分将是职员参加培训的最全面记录。年度累计积分的多少是职员晋级或晋升的参考标准之一，不同类别的职员积分要求有所不同。

　　培训信息公布和查询：人力资源部门将定期公布培训信息，主要包括：年度培训服务概览、月度培训及研修计划、外部培训信息、周培训信息以及网络版《培训资讯》。职员可以登录到公司主页上查询或咨询所在单位的人事专职人员。

　　案件分析：DELL公司的“太太式培训”

　　DELL公司培训销售人员是采取“太太式培训”的。

  所谓“太太式培训”就是把销售经理比喻为销售新人的“太太”，销售经理像太太一样不断地在新人耳边唠叨、鼓励，才能让新人形成长期的良好销售习惯，从而让销售培训最终发挥作用。

  培训由培训经理和销售经理一起完成的。

  销售新人不仅向直线经理汇报，还要向培训经理汇报。

  培训经理承担技能培训和跟踪、考核职能（每周给销售新人排名，用e-mail把排名情况通知他们。

   销售经理承担教练和管理职能，通过新人的最终执行，达到提高业绩的目的。

   先是为期三周的集中培训，由专家讲解销售的过程和技巧，邀请有经验的销售人员来分享经验。

   然后每周末召开会议，销售经理与培训经理都参加，检查新人上周进度，讨论分享工作心得，分析新的销售机会，制定下周的销售计划。

  销售经理与培训经理、新人们一起讨论新人的成长、下一步的走向。最终，“太太”在工作中能够自觉指导新人运用销售技巧，及时鼓励新人、有效管理新人。

　　“太太式培训”的效果非常惊人，用数字可以说明：DELL销售代表每季度平均销售额是80万美元，没有“太太式培训”的时候，新人第一季度平均销售为20万美元，经过这样培训，新人在第一季度的平均业绩达到56万美元，远远高于以前销售新人20万美元的销售。

　　让员工了解公司内部的信息也是让员工获得知识的重要途径。特别是让员工知道公司是如何赚钱的信息能产生很大的激励作用。《商业周刊》的一份调查报告显示，有59%的员工认为，激励他们的最好方法就是直接说出他们的工作是如何帮公司赚钱的，77%的经理也是这样认为。具体如何操作？部门经理先找出公司最看重的关于业绩的那些重要数字，向员工解释公司的现金流、收入和利润之间的区别，以及如何阅读利润表和资产负债表，让员工能把自己的工作与部门和公司的最终盈利水平联系起来。

(This article is an original article by Zhuge Changqing, and the pictures are selected from the Internet. Welcome to forward it, and please indicate the source for forwarding)

Introduction to Zhuge Changqing: Zhuge Changqing, the inheritor and promoter of traditional Chinese culture, is willing to "learn from sages, promote virtue, revitalize China and benefit the world" together with people with the same ideals in the world.

(Zhuge Changqing: zhuge8031@163.com ）

Zhuge Changqing mailbox：

zhuge8031@163.com

Zhuge Changqing's Chinese Dream

Learn from sages and carry forward virtue

Revitalizing China for the benefit of the world

 （本文是诸葛长青原创文章，图片选自网络。欢迎转发，转发引用请注明出处）

诸葛长青简介：诸葛长青，中国国学传统文化传承弘扬者，愿与天下志同道合者一起“学习圣贤、弘扬善德、振兴中华、造福世界”。

（诸葛长青：zhuge8031@163.com）

Zhuge Changqing mailbox：

zhuge8031@163.com

  诸葛长青中国梦  

学习圣贤 弘扬善德

振兴中华 造福世界

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