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Dr Freebie
An SMT Idea Mint
Dear Dr. Freebie:
I am occasionally asked by sales management to do specific programs for their sales people, but I’m not always sure that the program requested is really what is needed. Is there anything I can do quickly to analyze the needs of the group?
Signed,
Needing Analysis
Dear Needing,
A good question! As a Dr., the first thing your insurance company teaches you is “Prescription without Diagnosis is Malpractice!”
A useful set of questions for quickly analyzing the appropriateness of specific training requests, and staying away from malpractice, are:
- What exactly do you want your people to do?
- What are they doing that you do not want them to do?
- What are they not doing well enough?
- What are they not doing that you want them to do?
- “Could they do it if their life depended on it?”
If the sales manager can’t specifically answer these questions with information that supports the request for the specific training desired, you should question whether the training will be a good investment of your time (and reputation.)
If the supervisor can’t specifically answer the first 4 questions and/or answer “Yes” to the 5th question, you may want to be conveniently too busy when he wants the program done or better yet you may want to help him analyze where the real problem lies and look at alternatives to overcome it rather than the requested training.
Rick Wills, Director of Education & Development for GROWMARK, Inc. in Bloomington IL and a frequent instructor at SMT’s Training for Sales and Marketing Trainer’s Clinic, has developed, stolen, and improved upon a number of simple, practical training ideas and techniques that he uses in training sessions. Rick, as the Dr., suggests that you not only collect and use these ideas, but also share your own ideas with the readers.
[PRINTER FRIENDLY VERSION]
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