How to Overcome Ongoing Training Challenges for Remote Workers

As your company expands and launches new offices across the country and internationally, the once intimate environment that was once so effective for training becomes less feasible with employees working remotely from the central office. For one, it’s hard to keep everyone up to speed when they’re geographically dispersed. You could fly the remote workers to New York for training, but that is expensive and you’ll have to get permission to do so. There has to be a more efficient solution. Also, when companies expand, two corporate cultures can develop and this can be a disaster.

Sometimes satellite offices can have as few as 2-3 employees and they never get visited by the leadership team. A person joining such a team can very easily feel undervalued and marginalized. Here’s where online training, and more specifically blended learning, can come in handy in making sure that your remote team has access to the same great training as your headquarters (HQ) team.

Is Online Learning Really Good Enough for Remote Staff?

Not surprisingly, the transition to online learning for your remote team will raise many questions for you.

For example, isn’t clocking in face-time important for engagement? Won’t online learning sacrifice the high touch experience that you get from face-to-face learning? Will you be able to deliver on the same learning perspective to your remote trainees online? Also, what happens to the PowerPoints and other materials that you use? How do you begin to make your course materials online ready? These are good questions but there are other equally important challenges that you may not have considered!

  • Tracking Employee Performance. For one, how can you measure the performance of remote workers? After all, it’s important to keep track of whether employees are performing up to the standards. Not to mention that you have to analyze the effectiveness of your program in developing relevant skills and productivity.
  • Foster Social Engagement Between Remote and HQ employees. Establishing personal interaction among all employees is necessary to encourage collaboration, but it’s challenging to create if everyone is not in the same geographical location. Are there communication or social media tools that can allow remote workers to feel up to speed and not alienated from the employees in the central office?
  • How to Use the Dynamics of “Gamification”. Gamification has proven to encourage participation and productivity in a workplace – the concept of using game mechanics when training is a great way to engage new remote hires! How can you apply gamification to increase learning, team building, innovation, and the satisfaction of remote workers?
  • How to Use the Right Technologies. As your training program transitions from face-to-face learning to online-based learning, technology will play a bigger role as a resource. You’ll need to think about what technology would be appropriate to achieve effective sharing of information, communication, and can deliver an engaging experience.
  • Language Localization. If you are going international, international offices can create language barriers. How can these barriers be broken? And how will you ensure that foreign speakers are equally engaged to the informational materials given to them as your native English speakers are?

Steps to Establish a Stellar Learning Experience for Remote Workers

Step 1: Define Your Success Criteria

First, make sure that you and management understand what is needed to make the training program successful for your company. Know your organization’s goals and define what behaviors the team needs to get there. These are the behaviors that you then reinforce in your training program. However, with multiple goals to tackle and limited resources, you can’t hit everything. Use these two questions as a framework to identify where to begin when you have limited resources.

Question 1: Should You Repurpose Content or Create New Programs From Scratch?

You will have to think about whether you want to create a new training program from scratch or use existing materials. Repurposing content would mean, for example, that you convert the content from your PowerPoints into eLearning modules.

This may be far less costly and time-consuming than creating completely new content. However, creating new content may also be necessary to fill information gaps that remote workers may not have access to.

Question 2: What is More Important Right Now, Scale or Effectiveness?

You also need to consider your priorities – do you want a few highly trained employees or rapid rollout of training sacrificing high touch training elements? Often, in the earlier stages of business, the first few hires have a lot of impact on the company so high touch training is valuable. However, as the company undergoes rapid expansion, high touch training becomes a less efficient process. In an illustrative example, one of our clients, a fast growing, mobile ad network, realized this challenge when they got to 100+ employees and they continued to stick with a very high touch onboarding process for their new hires. They soon realized that they weren’t having onboarding sessions for several weeks when the founders were gone on overseas business trips. Using Mindtickle, they were able to flip the training process and codify the key messages and orientation information for the new hires. This freed up energy for leaders to deliver the strategic content in intimate coffee chats, allowing for a meaningful exchange of ideas. Now the Co-founders spend more quality time with their new hires after they have gone through the online onboarding experience.

Step 2: Recognize the Learning Culture

Next, be aware of the learning culture at your company. Is it a “learning culture,” where improving performance, knowledge, and skills are encouraged? If this is not the case, a “change management” investment may be required so that the right incentives are put in place to motivate employees. This is important to consider because your training program will be easier to launch and more successful in a culture that already invests in ongoing learning. Setting relevant principles, values, and preferred behaviors from management down help to paint a clear picture of what all employees should be striving for.

Step 3: What Approach to Take: Staged Rollout or Big Bang

In terms of implementing change in a business, big bang refers to instant adoption and staging rollout refers to more gradual adoption over an extended period of time. Consider both options and determine which is the more appropriate approach for your situation. The big bang adoption could be faster and cheaper but more overwhelming and prone to failure due to inability to adapt and substantial productivity loss while everyone is adjusting to change. On the other hand, staging rollout may be more time and cost consuming but there is more time to adapt and productivity loss is less critical.

Step 4: Know What Resources You Have at Your Disposal

While transforming the training program to meet the learning needs of all employees, consider the resources that you already have and how you can adapt it to a more online-based system. What technologies does your company already possess and how can you take advantage of employees’ subject matter expertise in order to create an efficient and effective training program.

Step 5: Create a System to Achieve Your Goals

You should not only focus on what to achieve but also how to achieve it! You can set goals but you also need to create an effective management and training system. For example, what are the specific training processes that should be introduced and the right timing? How does the training program need to tie in with performance management? How should the training promote work-related habits to reinforce positive outcomes?

Remote employees don’t have to feel like orphans or second-rate citizens. Blended learning combines internet-based learning with face-to-face learning in order to create a personalized and engaging learning experience. It has the potential to decrease training costs, increase employee engagement with training, and adapt to the individual needs of each employee.

With a blended learning model and some effort, your remote employees can have access to a high-quality learning experience – the same as their colleagues over in HQ! Now it is your turn. Let us know your thoughts. How do you keep your remote employees up to speed with training?


MongoDB’s Formula for Sales Success [Podcast, Episode 4]

In this 12-minute

interview Powers outlines:

  • The key tenets of sales excellence for MongoDB;
  • How MongoDB’s onboarding program and advanced sales training keep their reps at the top of their game; and
  • How their sales reps become Courageous Qualifiers.

Listen now

to hear how Powers equips MongoDB’s sales team to differentiate themselves in the market.

To download or subscribe to the Sales Excellence podcast login to

Soundcloud

,

Stitcher

,

iTunes

or find it

here

.

Sales_excellence_podcast_episode4“A key tenet of sales excellence is an effective, purposeful and great discovery with the customer. Ensuring that both you and that customer or prospect are really focused on the biggest business issues at hand.”

Jeremy Powers is Senior Director of Sales Enablement at MongoDB and he’s kicking some big goals while the company’s sales team scales rapidly. A critical component of their sales enablement strategy is their onboarding boot camp.

“During boot camp we always give our reps a forum to practice. Really try things, struggle a little bit and really dive in using real-life customer opportunities. That’s a win any time you can do that.”

“The goal of our onboarding program is to provide our sales team with an in-depth understanding of the industry, our customers, our technology and our solution sets. Then build upon that baseline to equip our reps to consistently qualify for opportunities, get and set great meetings with the right people and ultimately prepare them to engage in highly effective, highly valuable conversations with prospects,” he continues.

“Ultimately we want to arm our sales team to not only differentiate themselves based on what we sell but also on how they sell and interact with customers.”

Avalara’s 5 Levels of Sales Certification [Podcast, Episode 3]

In this 12-minute

interview Marcouiller outlines:

  • How Avalara transformed its enablement and onboarding program to scale
  • His five-level process for onboarding and certifying new sales hires, and
  • How Avalara has structured its five unique sales teams while maintaining the same corporate look and feel

Listen now

to hear how Marcouiller manages the challenges of scaling and enabling five leading sales teams at once.

To download or subscribe to the Sales Excellence podcast login to Soundcloud or find it here.

Sales Excellence Chuck“Sales enablement is the foundation pillar, saw sharpener and keeper of the flame.”

That’s how Chuck Marcouiller views his role as Director of Sales Learning at Avalara. With a sales force of 325 people scattered across 5 countries and numerous cities, Avalara has managed to achieve scale and maintain enviable growth rates of between 40 – 60% year on year.

“My role is to ensure that each member of the sales team has the foundational skills when they come on board, and then and as they progress they continue to sharpen their skills weekly and make sure that they stay grounded in our strong corporate culture,” explains Marcouiller. “Managing five different sales forces, each unique with their different skill sets and different needs, yet trying to get them to look and feel as if they’re one Avalara, gets to be a bit of a challenge.”

“For us sales excellence really is having a marketplace leading highly capable sales force, creating customers at a rate that meets or exceeds our growth plan. And sales enablement is providing the training and tools that meet the salesforce’ needs to meet the needs of our customers and adapt to the ever-changing marketplace dynamic.”

How Mindtickle Uses Its Own Product to Scale Our Sales Team

Scale our sales teamWe’ve been growing our sales team rapidly to generate exponential revenue growth.

My colleague and I are responsible for Sales Enablement at Mindtickle and we’ve been charged with the challenge of onboarding of our new sales reps over the coming months. As we’re both relatively new to this role, it’s a rather daunting task.

The key items we’re focused on are

  • Ensuring the sales readiness of our new reps as a matter of urgency
  • Ensuring our onboarding and enablement programs are robust enough to facilitate ongoing growth
  • Developing and executing a strategy that ensures our new hires are productive at the earliest possible time… or sooner.

One of the advantages of working at Mindtickle is that we have the opportunity to learn from the best sales enablement professionals in the business, as many are our clients. Taking advantage of this unique opportunity we spoke to sales enablement pros like Cherise Chin, Tom Levey, Tracy Meersman, Pete Childers and learned how they went about designing their world-class programs.

They each had some interesting suggestions about how to put together and implement an onboarding plan, the high-level takeaways that we had were:

  • Each of them reinforced that their single biggestobjective was to prepare their reps for the moment of truth. In a rapidly changing environment reps can’t afford to miss an interaction or opportunity to sell. So the moment of truth can be any time they have an opportunity to accelerate their sales. What became obvious from our discussions was that the moment of truth was different depending on the team. For some, it was when an SDR made a cold call. For others, it was when their account executive uncovered a deep pain point of a customer. In other situations, could be when a solution architect presents an innovative solution for improving the business process of a prospect. Identifying when the moments of truth were for our sales team was the first step.

 

  • Once we understood our moments of truth it was necessary to solve for them. So when we spoke to our leadership team, our discussions were now elevated to a new level. Rather than talking about content and process, we were brainstorming how our onboarding program should look in order to create a culture of sales excellence. Irrespective of the outcome, we want every prospect who speaks to a Mindtickle sales rep to have an experience that leaves them thinking our reps are awesome. It’s our job to prepare them for this.

Don’t get me wrong, this doesn’t mean there isn’t a need to look at onboarding from a very functional level. Our reps need to understand and appreciate the typical customer pain points, how to solve for them, our product, sales process and case studies for example. But by focusing on the bigger picture, we could approach our onboarding from a different perspective.

So with this in mind, here’s how we approached our onboarding program.

Week 1: Vision Readiness

The objective this week was to bring our new reps into our overall vision for the business and where sales fit in.

This was about addressing the Why and What of Mindtickle to our customers.

The “Why”

    • Why does Mindtickle exist?
    • Why do our customers love us?
    • Why do our customers face sales readiness’ challenges?
    • Why do our customers need our product to address these challenges?

 

The “What”

    • What problem do we solve for our customers?
    • What value do we add to our customers?
    • What specific Mindtickle features add the most value?

MT - Week 1 onboarding
The first thing we did was speak to key stakeholders from within our business, such as Product, Customer Success and of course Sales and Marketing. We then allocated topics to each and asked them to create relevant sales missions on Mindtickle. For example, our CEO Krishna Depura created sales missions on our Corporate Values and Company Background. Customer Success created some product use cases and our marketing team completed the missions on buyer personas.

Co-ordinating people is no easy task, so we used the messaging functionality on Mindtickle to appoint each individual to record their pitches on the sales mission. This helped keep our project on track. And by crowdsourcing the content we were able to create about 20 sales missions in under 90 minutes. Thanks to the reminder functionality it took just a couple of days for all the videos to be created for week one of the onboarding program. In just another 30 minutes of my time, the sales missions were organized and ready for a new hire. This covered a large range of content that new hires would need to know about our business, customers, and product.

Once the new hires started to join they each were invited to complete the onboarding program. Using the Mindtickle analytics dashboard we were able to go in and see who had completed the program, how they had performed, what badges they’d earned and whether they struggled with any of the content.

Week 2: Product readiness

This week we honed in on the specific aspects of our product that work and how they are used by our customers.  Following a similar process to week one, we got in touch with our Product and Customer Success teams to create sales missions covering The How.

The “How”

  • How does our product work?
  • How do sales enablement professionals use Mindtickle?
  • How do sales reps use Mindtickle?
  • How do sales managers use Mindtickle?

MT - Week 2 onboarding

Within a couple of days, we had a treasure trove of content to ensure our new reps were product-ready. We anticipate iterating this process regularly as this module will continuously evolve as our Customer Success team keeps discovering new ways that our customers use Mindtickle to solve for their specific moments of truth.

Week 3: Sales Readiness

Being sales ready for our product is ensuring that our reps can handle any conversation. So it isn’t about developing a standard pitch that they use verbatim, but rather learning how to pitch for different scenarios.

The pitch

  1. How do you make an elevator pitch?
  2. How do you pitch for existing and new use cases?

MT - Week 3 onboarding

When creating content for this week, the focus was on practice rather than listening to missions and completing quizzes. For example, for our new SDRs we created seven different scenarios for them to practice and become certified in.

At the end of the three weeks, our reps were then certified and ready to start putting what they’d learned into practice. But this didn’t mean they were onboarded yet, there’s still a way to go before they’re productive. We’ll share more detail about our onboarding plan in our next post.


Maximize Channel Partner Success with Robust Onboarding and Certification

Channel partner onboarding CertificationIn my previous post, I talked about how important our customers believed it was to get their channel partners set up for success quickly. Many felt that ramping up their partner’s reps to sell their product as early as possible was critical to their future success. And some found out the hard way that if it took too long for their channel partners to start closing deals, their reps simply lost interest in their product and it was then virtually impossible to get them back on track.

But those that managed to onboard and certify their channel partners early believed that it solidified their partner’s ability to sell their product with confidence, and in some instances even gave them the edge over other products in their channel partner’s suite.

The channel training continuum

Channel Training Continuum

While the depth and breadth of your onboarding and certification will vary depending on where you sit on the channel training continuum, I’ve identified three areas where our customers focused their efforts.

  1. The welcome kit
  2. Channel partner kickoff
  3. Channel partner onboarding and certification

The welcome kit

Most people I spoke to felt that a welcome kit was the bare basics that were essential to set their channel partners on the right track. Some things that they recommended including were:

  • Stakeholder details: Giving them points of contact when they need to register a lead or have an objection query;
  • Welcome message from your leadership team: Providing high-level information on the product and where your channel partners fit into the overall business strategy; and
  • Process and product information: Giving them access to everything to get them started, from your partner enablement platform to price lists and product information.

Most felt it was best to make the welcome kit available on their partner enablement platform rather than overwhelming reps with bulky hard copies or attachment-laden emails.

Channel partner leadoff

To get their new relationship off to a flying start, most customers held a channel partner meeting in the first couple of days. One customer used the leadoff as an opportunity to relay their vision for the relationship and generate excitement about their products.

While it is possible to conduct the leadoff remotely most felt it was more effective in person. One organization brought in some of their business leaders and key stakeholders to speak to their new sales team in real time. They felt this was not only very impactful but also showed their channel partners how committed they were to their success and the relationship.

Channel partner onboarding

In my discussions, I was interested to learn that not all channel partner onboarding programs were created equal. Some companies had different levels of training depending on what the primary KPIs of the channel partner’s reps were. This in turn also influenced how long the onboarding process took, and ranged anywhere from three to ten days.

For example, one business used a channel partner only to generate leads for them. Their training included:

  • How to frame an elevator pitch
  • Product training
  • How to conduct cold campaigns
  • Examples of email templates and cold calling scripts
  • Their best success stories

Another customer also charged their channel partner with managing opportunities, so their onboarding program also covered:

  • In-depth product capabilities and benefits
  • How to conduct a product demo
  • Handling common objections
  • Case Studies and talking points

Regardless of the depth of the training provided, all of our customers found that their onboarding program was most effective when it included a mix of media such as video, presentations, quizzes and even role plays. For example, one used quizzes to help reinforce product training and role plays to perfect elevator pitches.

One of the customers I spoke to runs a very complex channel partner program, with a tiered approach to their partners’ sales team. Some channel partner’ reps only conducted lead generation, while others were charged with seeing the sales process right through to closing. In line with these different services, their onboarding program had several training paths. This ensured that no one was being trained for anything they didn’t need, thereby cutting down the onboarding time for some reps so they could start selling quicker.

Another organization that I spoke to found that it made sense to tailor their onboarding program so that it fits in with their channel partner’s specific business model. This high touch approach meant that they couldn’t bring on board several channel partners at the same time. But they believed that taking a bespoke approach reaped greater benefits in the long run as their onboarding program made more sense to their channel partner. In some instances, they even removed parts of their onboarding program because they found it had already been covered by another product’s process. This not only cut down the onboarding time for their product but also ensured they weren’t providing reps with the information they’ve already been trained on.

Mindtickle Learning Board

The shorter training sessions, when coupled with other tools also helped improve engagement. All of the companies I spoke to believed that the information in their onboarding was adopted more readily when it was made interesting or had a tangible outcome. Some facilitated peer to peer interaction in the learning process, while others created healthy competition by gamifying outcomes.

While each organization bore the responsibility for putting together their onboarding program, some also involved their channel partner when creating the program. Many found this is to be particularly helpful when the channel partner was responsible for a marketing budget, as it gave them buy-in into the onboarding process.

Channel partner certification

All of our customers felt that certifying their channel partner’s reps was an important step in their partner management process, and translated into a greater share of wallet for their product.

One company commented that as their certification process improved, they were able to scale their business faster as well. This is because the certification process helped them identify what additional coaching or training their channel partner’ reps required, and also enabled them to prioritize their efforts between different channel partners.

Just as the onboarding process had different tiers, those customers with complex channel partner relationships also had different levels of certification for individual reps. For example, one organization used:

  • Level 1 – For partners who are responsible for lead generation
  • Level 2 – For partners who are also responsible for conducting demos
  • Level 3 – For partners who are also responsible for closing the deal

They then rolled up these individual certifications as part of their broader accreditation for each channel partner.

The First 4 Things You Can Do to Help Your Channel Partners Ramp Up Quickly

Sales Channel partner ramp upI’ve previously talked about how some of our customers decided what was the best channel partner strategy for their business. But once they signed on the dotted line many found that was when the real challenges began. While each had different issues, the overriding theme was how important it was to make sure their channel partners were supported from the get-go. But this wasn’t just about giving them product manuals or case studies. It was about enablement, process, and tools.

There were four things that emerged from these discussions that seemed to particularly help organizations ramp up their channel partners quicker and make them more effective and efficient.

Communication was a key issue that was raised by most. Making sure that channel partners (and their sales reps) know who they can speak to for specific issues was critical to their partner’s success. While those who had an exclusive channel partner strategy had a channel partner manager, those with targeted or global channel partners also had numerous people within their organization that spoke to their channel partners regularly. This coulNew Call-to-actiond include sales engineers, partner marketing communications, and sales training managers.

While the channel partner manager received leads, product marketing might help with product training, and the sales engineer provides tactical support in how to deal with specific objections. In order to avoid confusion, and also make sure issues could be dealt with quickly, most companies found it important to have a primary point of contact, usually the channel partner manager. This role is responsible for ensuring the success of their partners, so they would pull in different departments to help support a partner if necessary.

2. Provide well-defined objectives

Providing your channel partner with objectives that suit your business model is critical. For example, one of our customers created different levels of objectives for their channel partners that matched their internal strategy and then used certification levels to help their partners understand their role within the broader business.

For example, a Level 1 certification provided enough context and information to enable a seller to perform lead generation, while someone with Level 2 certification was qualified to also do customer demos, and a Level 3 certified seller was accountable for opportunity management. All the partners could see a defined progression and knew that they had to succeed at one level before progressing further.

Another customer took a different approach to help their channel partners understand how they fit into their broader business objectives. They sell tea through franchisees and found that their channel partners were more effective at selling after they had communicated their brand positioning. This is because their franchisees then understood what made their product unique, and they could then articulate this to customers, thereby validating their premium price positioning. This also provided context that they could then use to underpin their own objectives, defining for their reps what they needed to sell and how they needed to do it.

3. Give them well-oiled processes

While the customers I spoke to knew that their channel partners needed processes to enable them to sell, many underestimated just how much detail they really required. For example, one high-growth tech company found their channel partner kept asking questions about what collateral they should use when talking to customers and how they could provide specific feedback.

This experience made them realize how important it was to have well-defined processes for their channel partners. For example, their partners needed to understand not only each stage of their sales process but also what kind of questions they should be asking prospects in each stage. One customer used the

CHAMP framework

(Challenges, Authority, Money, and Prioritization) to help their channel partners qualify a prospect. They then used the

MEDDIC framework (

Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) to help them get through the discovery process. By sharing the process and their questioning frameworks, they found their channel partners were more effective.

As part of sharing the process, many also found it helpful to share the specific collaterals that they used at different stages of the sales process. For some, this was quite a detailed process as they broke down the information so that their channel partners understood which collaterals helped counter a specific competitor objection for example.

Finally, all had implemented a simple and quick feedback loop. This allowed channel partners to share information from prospects that could then inform the company’s sales collaterals and decisions.

4. Provide the right software to support the success

While having a well-defined process is certainly important, it’s also critical that partner reps are supported with the right tools. The people I spoke to had several different areas where they found technology really helped their partners manage deals and also made it simpler for them to manage their partners. These included:

    1. Partner relationship management: These tools are used to register deals, make market development fund requests, conduct joint business planning and determine loyalty/reward programs, and report on the pipeline and indirect sales;
    2. Partner onboarding, certification, and ongoing learning: This helps provide training, certify sellers and automate their accreditation programs. Many of our customers use Mindtickle to help them do this; and
    3. Sharing sales collaterals: Providing channel partner reps with access to relevant collaterals like sales decks, demo information, competitive battle cards and success stories. This kind of functionality tends to be included in most partner relationship management tools and can be facilitated using Mindtickle.

With these four elements in place, the next stage for many was to put together a robust onboarding and certification program for their channel partners. I’ll take you through how they achieve this next.


Your Best Employees are Your Best Trainers 

Best Employees - Mindtickle

Your team is awesome. Each member is doing what they need to do to get the job done. However, over time you’ve come to realize that the even amongst your awesome team members, the differences in the way they approach their tasks to lead to varied results. E.g. the way Patrick completes a project is very different from the way that Veronica completes it. Also, Patrick and Veronica occasionally miss the mark on achieving the results you believe they should be achieving. On the other hand, when top performer Karen does a project, you are ecstatic. Karen gets amazing results to the point where the clients write rave reviews about her. You are now convinced – everyone needs to approach their projects more like Karen.

Your top employees have the knowledge, understanding of company culture, and the personal touch that can help make your business more successful. The key is to unlock the potential of the best and brightest ideas from your team. With just a little effort, you can enlist the help of skilled employees to uplift the rest of the team to a new level of excellence.

Imagine how standardizing your processes according to the best practices pioneered by top performers like Karen could help your employees work more efficiently and improve the performance. When your organization is quickly growing, and your team is doing ad-hoc solutions, it becomes increasingly difficult to make sure that the best ideas are diffused across your organization. This becomes ten times more challenging when you have multiple offices.

Benefits of getting your top performers involved in the training process

Getting your team involved in the training process will reap the following benefits:

  1. Effective application of the material. You can ensure that the employee not only gets the information but that they are also effectively applying it to their specific role when you have your top employees helping to train them. Getting the day to day application knowledge first hand from the people who use it daily is, quite simply, the best way to get them to hit the ground running.
  2. A more engaging experience. You are offering your team a more engaging learning and bonding experience when they can have a hands-on experience with a team member that currently knows the ins and outs of the company. It builds a more cohesive team for the employees to be learning from each other.
  3. Easier evaluation of employees. It is easier to evaluate the progress of employees when your established team members help with the training process because your experts know how the role should be performed and can clearly see any performance gaps in their trainees.
  4. Adds additional structure to the learning experience. It is also vital to involve your top employees who are already performing the job in the training process. One of the most effective ways to learn is to engage in intelligent conversation with an expert on a subject. Mentoring and shadowing are an excellent supplement to research and independent learning.
  5. Connects knowledge seekers to knowledge creators.You can tap into your top employees’ experiences by seeking their feedback in creating a training program that is specific to their function. They should also share their best practices and tips with the team.

A word of warning – expert employees don’t automatically make expert trainers

You might initially conclude that your most experienced employees would automatically make your best trainers. However, that is not automatically the case. Over time, we can develop what is referred to as an unconscious competence. We become so experienced that we can expertly accomplish the task without even thinking. E.g. we all seem to be able to type our passwords correctly without even having to think, but when we have to think of the password, it takes us a minute to remember it. Once you reach that level of unconscious competence, it can be difficult to train others. That process could be frustrating to both the trainer and the trainee. There are, however, ways to help turn expert employees who might not naturally be expert trainers into some of your company’s best training resources.

How to help your expert employees be excellent trainers

In order to properly utilize your employees as excellent trainers, you want to ensure that your employees have the following skills:

  • They know how to perform the necessary tasks.
  • They know how to explain the tasks.

Both of those points are necessary in order to have your current employees truly be beneficial to your training program.

If your expert employee knows how to perform the tasks, but is not fully prepared to explain the tasks you can:

1. Have your employee participate in mock training sessions with their team members. These mock training sessions can help your employee gain valuable training experience and help to make them more comfortable with the training process. Also, it helps them understand their unconscious competence, and become aware of their own best practices that they have become habituated to.

Action Item: Your expert employees can practice training others within their department different aspects of their role until they feel comfortable training on the same material.  Your employees can also provide valuable feedback to one another based on these mock training sessions.

2. Seek the feedback of your employees to determine the strength and weakness of each potential trainer.  If you have employees that perform similar roles, you can have each employee train only the portions of the material that they both know how to perform and know how to explain.

Action Item: If you have two-star employees that both perform sales, you can have each employee explain what they are comfortable teaching and have them train others together. This helps each of your star employees focus on their strengths with the safety of having their colleague there to help train on the things that they may not feel as confident about.

3. Leverage psychology to help your current employees become expert trainers.  The issue may not be that your employee lacks the skill to be an excellent trainer, but that they lack the confidence or motivation to do so.  Leverage psychology to spark the internal drive of your employees.

Action Item: Consider integrating game mechanics and social engagement such as points, medals, badges and leaderboards, social tools profiles, comments, chats, and walls. Your trainees can collaborate making learning more efficient, effective and delightful.

Your best employees have the potential to be your best trainers. By utilizing your top employees, you can grant your organization access to the most efficient and successful ways of serving customers. How do you currently use your employees for training programs? Do you have any tips that you want to share? Leave your comments below!