To begin the training process you need to first understand the steps it will take to train the new representative.
Each phase of the fundamentals will need to be taught in this fashion.
You will also need to adjust your management style through each of the phases of the learning cycle.
You will also need to adjust your management style through each of the phases of the learning cycle.
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Unconscious Incompetence Stage :
They don't know what they don't know. You will need to have a hands on management style. Coaching and reinforcing good behavior. The new rep. Does not know what they need to know, everything is new and uncharted. You need to help chart their success. |
Unconscious Competence Stage:
They don't have to think to excel. You will need to have a challenging, expecting role of leadership. You will challenge the individual to exceed. A word of caution - never train from this position. When training you always need to be conscious of the "best" model of what you are training. |
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Conscious Incompetence Stage:
They know what they don't know. You will need to have a management style that is supportive. Like a baby horse starting to walk, it will be very unsure. You are to coach and support the new rep. as they move through the training process. In this stage, they are starting to understand what they do not know, and that can be overwhelming at times. |
Conscious Competence: They know what they know
Your management style will now move into the encouraging stage of their development. You encourage their best efforts and celebrate those ares that they show improvement. This is the stage that you need to always train as a leader. You need to be very conscious of what you are doing in this process. Make sure you do not do any short cuts. |
Each fundamental page is set up with a simple interactive formula.
When you are training it will be important that you are available for your trainee.
The process:
1. Trainee studies: Information - video or written form
2. Trainee observes: Role model for trainee - they watch you do it
3. Trainee memorizes: Presentations or conversations(scripts)
4. Trainee shows: Drill for skill
5. Trainee executes fundamental:- Prospects - Sets appointments - FNAs
6. Trainee is recognized: Celebrate the accomplishment in front of your team.
The key is to move your trainee through the process as efficiently as possible to establish them as Life Effective in that Fundamental.
When you are training it will be important that you are available for your trainee.
The process:
1. Trainee studies: Information - video or written form
2. Trainee observes: Role model for trainee - they watch you do it
3. Trainee memorizes: Presentations or conversations(scripts)
4. Trainee shows: Drill for skill
5. Trainee executes fundamental:- Prospects - Sets appointments - FNAs
6. Trainee is recognized: Celebrate the accomplishment in front of your team.
The key is to move your trainee through the process as efficiently as possible to establish them as Life Effective in that Fundamental.