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Training Programs
Jeff ToisterMay 17, 2018
There's one question I always ask project sponsors who request training. It's a bit of a
show stopper because 90 percent of the time my client hasn't thought of the answer.
A good answer can drive results. For instance, let's say you want to train employees to
better handle customer complaints.
There are a whole host of questions you would need to ask before doing the training if
you wanted to evaluate it:
These questions can move you from generic training to a targeted intervention that
actually reduces complaints and keeps customers happy.
Getting better results is just one reason why you should evaluate your training program.
Here are five more.
Reason #4: Meet sponsor expectations. The CEO of a small company asked me to
conduct training to help customer service reps convert more inquiries into sales. The
current conversion rate was 33 percent and the CEO felt employees could achieve 35
percent after the training. A post-training evaluation revealed the conversion rate rose to
45 percent, which made the CEO extremely happy!
Reason #5 Get more funding. A client hired me to conduct customer service training
with her staff. They had received numerous complaints and she knew they needed to
improve. We were able to demonstrate the training helped significantly reduce
complaints and dramatically improve service levels, which allowed my client to get her
boss to approve funding for additional training programs.