| It is amazing
how many companies dive straight into a training program without ever understanding
the real training needs. These same companies certainly wouldn't start a new business
venture without fully understanding the issues, how to get from where they are
today to where they want to go and the costs and risks in doing that.
Training Needs Analysis (TNA) can
made to sound very complex with lots of L&D speak, but fundamentally it is
a simple process to qualify why you need to do the training, what business benefits
are expected, and what the costs and ROI will be of the program. We would suggest
a process that covers the following areas: - Business
Needs for the training - what is the business reason for the training.
- Gap
analysis - what do we want to have after the training that we don't have now.
What competencies and behaviours can we change to close the gap. See Competency
Based Training.
- Sales
team assessment - analysis of their current skills, knowledge, competencies and
behaviours. See Sales Force Assessment.
- Check
point - can training really fix these issues or are there other business or organizational
issues to fix.
- Agree training
outcomes - What are the objectives and outcomes of the training. How will we measure
success. See Measuring Sales Training Success.
- Choose
the appropriate delivery method(s) - develop outline training plan by module and
cost the training. This may include in-house and external training companies.
See Training Design.
- Budget
approval/Sign off - report back to the business and get approval to go ahead.
The
scale and complexity of each step varies depending on the size of the change expected
and associated costs. But we believe even in the most straight forward cases,
a small amount of time spent doing this sort of due diligence is time very well
spent. About the
Author
John Fowler
is a sales and management trainer designing and delivering workshops across the
world specifically for the IT industry. John can be contacted on his website at
Sales
Training Consultants.
 |
Trial an Australian-built
training needs analysis online survey tool: | PeoplePulse
is an Australian built online feedback and survey tool used extensively by Australian
and New Zealand based organisations to conduct online training needs analysis.
The tool can also be used by HR to conduct cost effective staff climate surveys,
exit interviews, and 'new starter' feedback surveys to name a few popular uses.
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