Career Development Plan Part II - Development of Training and Mentoring Program
HRM 531
October 6, 2010
Career Development Plan Part II - Development of Training and Mentoring Program
InterClean has completed the staff selection process and the new sales team has been announced. The next step in moving toward the projected goals as outlined by the strategic plan is training of the selected employees. The concept associated with training is training will improve performance. This improvement will be evident in the actions of the selected employees. Trained employees will display learned changes in knowledge, skills, attitudes, and social behavior (Cascio, 2005). InterClean has ...view middle of the document...
InterClean needs a few dedicated people to step up as mentors. The mentors will make themselves readily available to help with concerns one may face on the job. Also the mentor needs to motivate the mentee to work hard and gain all knowledge about their job.
Objectives of Training and Mentoring Program
The primary objective of the training and mentoring program is to expand the employees’ knowledge base. This program will also provide trainees with an opportunity to pair up with a senior employee to assist him or her in areas in which he or she may be weak. These programs will place emphasis on the importance of training and familiarizing themselves with the companies’ goals and objectives. Mentoring will reinforce and strengthen the culture that is present in the organization and provide the necessary a sense of togetherness.
Performance Standards
Performance standards is a term used to identify the quality and quantity of work expected from employees in the workplace. As an outside sales representative he or she is expected to possess strong interpersonal and communication skills, the ability to work, and speak effectively with others. Sales representatives know the importance to exceed customers’ expectations when soliciting a potential customer. Many representatives excel his or her expectations to satisfy his or her customer by offering updates on the delivery of the products ordered. Outside sales representative are required to following performance standard guidelines as listed below:
• Assist with development and implementation of the sales process and quantification systems
• Follow sales process for all prospects and clients, help with design and follow-up
• Generate and facilitate quotes as per quoting process
• Document all calls, appointments, appropriate notes
• Participate in Employee Development Meetings bi-weekly
• The representative should contact the customer to give him or her an update on the delivery date of the product ordered
• Acknowledge promotional items the company has to offer
Delivery Methods
The Delivery methods for the sales force will be Instructor Lead Teaching and E-Learning. Our training will help the sales team master the core competencies of selling success with customized courses on prospecting, selling, presenting, and negotiating (Henry, 2010). The initial training is for the experience sales team that has already been put into place and need to learn more about the additional products and new selling techniques. The training will then be put into place for new sales hirers. The instructor lead program will focus on dealing with change, planning, and people. The instructor lead program will be set in a classroom setting with projector and handouts. The program will be designed to provide a systematic approach to selling that prevents traditional "show up, throw up" selling behaviors, improves questioning and listening skills, teaches an...
