I hate training. Why do I have to train? These are often the comments I hear from employees who do not understand the value of training and are typically the lower performers in their company (sorry, I know that was blunt). Training, repetition, and discipline are the 3 ingredients to high performance and performance breakthroughs.
“Companies that embrace training own the future…they are more consistent and produce greater results”
Do you know the difference between working on the business and working in the business? Often, we get stuck working in the business and do not take the time to invest in future success. Companies who commit to regular training typically dominate their competitors and are more consistent and predictable. For example, those companies who train and focus on their core story and the nobility of their product or service outperform their direct competition 6:1.
- Untrained employees take up to six times longer than trained ones to perform the same tasks.
- A four-year study by the American Society of Training and Development found that firms who invest $1,500 per employee in training, compared with those that spend $125, experience on average 24 percent higher gross profit margins and 218 percent higher incomes per employee.
- Just a 2 percent increase in employee productivity has been shown to net a 100 percent return on investment.
Training saves money, saves clients, saves sales, reduces turnover, improves sales efficiency, improves client relationships, sets expectations, and much more.
Training is very effective during a potential crisis. For example, if you’re ever in an altercation there are two types of people, those who know how to defend themselves (due to training) and those who become a victim. Likewise there are two types of sales people, those who train and can deal with the pressure of developing new business and those who struggle and eventually fail.
Where do we begin? Typically asking the two following questions will provide sufficient information on where to begin company training and experience a performance breakthrough:
- What are three things standing in the way of growing this business faster, better, or smarter?
- How do we correct it? What training is needed? If corrected, will we achieve a significant business breakthrough within the next 12 months?
“You can work really hard, but if you’re not training in the right way you’re not going to improve and get to the level that you want to.” – Michael Chang