Talking
Business is best offered
as support to a small business
calling strategy with specific
expectations about target
customers and prospects
for calling, call activity
levels, and sales outcomes – production,
cross-selling, retention.
It's a great training
program. We want you to produce great
results through your
implementation
and the post-training coaching
and sales management needed
to ensure results.
The Training
Talking Business
is offered in classroom settings
with optional web-based training
in cash management products
as pre-work or post-work.
Participants
work in three- to four-person
table groups. A good class
size for one experienced
course leader is 16 – 20
participants. With assistant
leaders, the class size
can increase to 30 participants
or more.
Implementation
Recommendations:
- Up
to 20 participants for
an experienced course leader.
12 participants for course
leader who is learning.
- Participants
sit in table groups
of four. Need table
surface of at least
30 x 60 square or a
60" or
72" round
- LCD projector and screen
- One flip chart
Implementation
Schedule:
Preparation
for a Talking Business
implementation should begin
roughly 6 – 8
weeks before the training
and implementation begin.
During this time Clarity
and the course sponsors will:
- Confirm
objectives for implementing
the training.
- Establish
base-line measures of participant
performance and agree on
post-training measures.
- Confirm
that branch managers
are knowledgeable in
the bank's small business
products (product names,
main benefits to small
businesses, most important
features).
- Customize
course tools and case studies.
- Secure
room space and invite participants.
- Brief
participants' managers
on the upcoming training
and schedule managers
to participate.
- Schedule
time for managers to brief
course participants on
the training and post-training
expectations.
- Set
post-training expectations
for:
- Participant
calls on customers
or prospects
to apply skills
learned.
- Participants'
managers observation
and coaching
of participants
after the course.
- Schedule
managers, business bankers,
or others to accompany
course participants on
calls to observe, encourage,
and coach the calls and
use of Talking Business
Tools.
- Order
course materials from Clarity.
- Arrange
for a Clarity instructor
or one of the bank's instructors
trained by Clarity.
Train the Trainer
Clarity will train company
leaders. The recommended
process is:
- Attend
the course as a participant
.
- Study
the leader materials
and participate in
a "walk
through" teleconference
call with Clarity.
- Co-teach
one to two classes with
a Clarity course leader
observing and coaching.
- Course
one: Lead morning, Day
1 – Business
Simulation.
- Course
three: Lead entire course.
- Debrief with Clarity
trainer after one to three
subsequent courses until
course leader are both
are comfortable with the
delivery.
Other approaches can be
used, based on trainer capabilities,
locations, and availability.
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