SHORT PEER PRESENTATION - 2024Peer Training helps you sustain the learning .pptx

Peer Training helps you sustain the learning.
Learning lasts forever
Follows SMART principles

1. PEER 2 PEER TRAINING

2. Companies that use Peer 2 Peer

3. Reinforcement Based Training 30 Days 180 Days Reinforcement – Based Training Traditional Classroom Training Coaching – Tools – Group Leaning Skills Mastery > > > > > > > > Time > > > > > > > > 12 Months

4. Sustainability of Learning 87% of learning is forgotten within 30 days Regular reinforcement eliminates this drop-off. Make the Training “STICK” Ongoing Learning

5. S elf-directed learning enables people, in teams, to decide: what they want to learn how & when they will do it who will run the session Peer Learning

6. FLEXCO – Key Training Topics - SEIA Commitment Responsibility Motivation Hunting Reaching Decision-Makers Relationship Building Selling Value Qualifying Closing Sales Process Sales Technology Farming Compatibility

7. Hot Sales Topics New Business - Prospecting and Research Your Value Proposition (USP) Qualification – Finding the KDMs Pre-Call Planning Cold Calling – Improve Call Rates Getting a Qualified Appointment Strategy and Tactics for SME market FANQ Identify & Create 3 Gaps Listening and Questioning Your Differentiators Powerful Closes

8. Hot Sales Topics Cont. Handling Objections Peer to Peer Cross Sell - Up Sell Value versus Price The Sales Process A to Z Regain Lost Business and Dormant Accounts Develop a Charter of Excellence - What are non-negotiable? Business Partnering After Sales Service Writing Winning Proposals/Quotations Ongoing Customer Engagement

9. HOW? Choosing Your Topics

10. Sales Skills Who When Prospecting & Research JAN New Business FEB First impressions MARCH Listening & Question APRIL INTERIM REVIEW Creating Needs MAY Overcoming Objections JUNE Closing JULY  Follow Ups AUGUST Getting Referrals  SEPT Peer Training Time-Table

11. The Lesson Structure

12. Peer Training Agenda - Example 11:00 – 11:15 Debrief - CAPS 11:00 – 11:15 Introduction to new topic: PROSPECTING 11:30 – 12:00 Training Objectives Review of material Examples Exercise Test for understanding Summary Break 12:45 -13:15 New CAPS - SMART 13:15 – 13:30 Evaluation

13. NAME: _______________________ Agree Not sure / Not applicable Disagree 1. We debriefed our last session 2. The new topic was introduced and learning objectives were agreed 3. The material / content was well reviewed 4. Examples / case studies were well used 5. Exercises (role play/simulations) were well used 6. Understanding was tested 7. A good summary was given 8. Individual Action Plans were formulated 9. We learned by listening, observation and practice Evaluation Checklist

14. It encourages self development Reinforces the sales training Develops a learning culture Supports business objectives Becomes part of the Sales Strategy Why is Peer Learning a Must?

15. We Don’t Have The Time

16. Self directed learning in teams, where you decide what topics to focus on in support of your business objectives. What is Peer Learning

17. SALES GOALS Implement* Re-Enforce Peer Training * Critical Action Plans What is the Purpose?

18. 2 ACTIVITIES Planning Relationship building New opportunities and planning 3 ACTIVITIES Interruptions, some calls Some mail, some reports Unimportant meetings Minor issues Popular activities 4 ACTIVITIES Trivia, busy work Some mail Some phone calls Time wasters I ACTIVITIES Crises Pressing problems Deadline-driven projects URGENT NOT URGENT IMPORTAN T NOT IMPORTANT The Covey Matrix

19. Peer Training Forms

20. P reparation Check List TOPIC: OBJECTIVES: At the end of my learning session, the trainees will be able to 1.__________________________________________________________ 2.__________________________________________________________ 3.__________________________________________________________ I have Yes No Familiarised myself with the topic _ _ Confirmed a venue _ _ Arranged for audio/visual equipment _ _ Prepared handouts/overheads/flipcharts _ _ Prepared something experiential if appropriate _ _ Prepared an agenda _ _

21. Foundation for Major Sales Transformation

22. Do your SMART action plans now S tretching M easureable A chievable R elevant T ime Limit What We Can Do To Improve Sales Effectiveness

23. Ground Rules Meeting dates are sacrosanct Attendance is compulsory for everyone CAPS must be submitted to [email protected] within 24 hours of meeting CAPS must conform to SMART

24. Get Ready Prepare your lesson for delivery The Topic is: “So what is Peer Training all about?” Time allowance: 20 minutes

25. UNCHALLENGED CONTRIBUTOR STRONG PERFORMER UNINTERESTED ENTHUSIASTIC LEARNER 2 4 1 3 SKILL High Low Low High WILL (Self-Motivation) The Skills / Will Model

26. Benefits Tribal knowledge Share what A-players do Share experiences and lessons learned Learning across the Organisation Promotes positive interdependence Promotes accountability & responsibility

27. Some Challenges Faced With Implementing Peer To Peer Poor ‘Buy-In “ from Senior Management Democratisation can turn into anarchy No Team Leader or Key Driver appointed P2P cupboard is barren – people are too busy – not urgent * P2P ‘Black Hole’ * No Assessment or Metrics * Not seen as a strategy for growth Perceived as a traditional training course

28. Peer Learning Objectives Name: The Winners Topic: Prospecting Objectives - At the end of the Peer Learning Session, my team will be able to: ............................................................. ............................................................. .............................................................

29. Peer Training Agenda - Example 11:00 – 11:15 Debrief - CAPS 11:00 – 11:15 Introduction to new topic: PROSPECTING 11:30 – 12:00 Training Objectives Review of material Examples Exercise Test for understanding Summary Break 12:45 -13:15 New CAPS - SMART 13:15 – 13:30 Evaluation

30. Self-Directed Learning ……. is the degree to which a person prefers to be independent and direct his/her own learning activities. Drs. Lucy M. & Paul J. Guglielmino

31. What is the Purpose of Organisations?

32. “.... to acquire and maintain customers” Theodore Levitt – Harvard Univ. What is the Purpose of Organisations?

33. What Skills are Required?

34. You need to know Your Key Performance Indicators You know….. the steps leading up to an Outcome

35. CAPs – Critical Action Plans WE SHALL IMPLEMENT THESE SMART ACTION STEPS: The above actions will be evaluated at your next Peer Training Meeting on: ______________________________ TOPIC Deadline Achieved 1. Target 4 existing customers in order to find opportunities to Up-Sell and Cross-Sell and generate a minimum of R105 000 30/11 2. Get 3 referrals from my top 5 clients 20/11 3. Identify 5 dormant customers that are potentially worth R165 000 and close 30% 30/11

36. Driven by a Key Driver (an approved P2P coach) Rep created – ‘voice’ of the field Content refined and customised Use a “Pull” approach (interview “A Player”) Show/Display Materials on an Internal Platform Tag the content for easy search What Are Some Best Practices?

37. Link back to the Sales Training Reinforce and sustain the Sales Training on an ongoing basis Achieve Company’s Sales Objectives Encourage Self Development Develop a real Learning Culture What is the Purpose of Peer Learning?

38. Thank You

39. Objectives By the end of this workshop session you will: Understand how to start up a new Peer Training Team Take ownership for your own learning and development Identify the critical Sales Skills you want to learn Learn how to train these skills with your PEERS Understand SMART Critical Action Plans

40. Did you enjoy it? Did you learn anything? Did you use the skills? Did your performance improve? 4 Levels of Success

41. Principles of Adult Learning Adults learn best when they: Are in control Feel safe Are having fun Get useful feedback Find the information relevant Have time to “explore”

42. We Retain _ % of what we read _ % of what we hear _ % of what we see _ % of what we see and hear _ % of what we discuss _ % of what we experience _ % of what we teach

43. We Retain 10 % of what we read 20 % of what we hear 30 % of what we see 50 % what we see and hear 70 % of what we discuss 80 % of what we experience 95 % of what we teach

44. Reinforcement Based Training 30 Days 180 Days Reinforcement – Based Training Traditional Classroom Training Coaching – Tools – Group Leaning Skills Mastery > > > > > > > > Time > > > > > > > > 12 Months

45. HOW? Time: 45 minutes Choosing Your Topics

46. 2 ACTIVITIES Planning Relationship building New opportunities and planning 3 ACTIVITIES Interruptions, some calls Some mail, some reports Unimportant meetings Minor issues Popular activities 4 ACTIVITIES Trivia, busy work Some mail Some phone calls Time wasters I ACTIVITIES Crises Pressing problems Deadline-driven projects URGENT NOT URGENT IMPORTAN T NOT IMPORTANT The Covey Matrix

47. We Don’t Have The Time

48. Peer Training Forms

49. P reparation Check List TOPIC: OBJECTIVES: At the end of my learning session, the trainees will be able to 1.__________________________________________________________ 2.__________________________________________________________ 3.__________________________________________________________ I have Yes No Familiarised myself with the topic _ _ Confirmed a venue _ _ Arranged for audio/visual equipment _ _ Prepared handouts/overheads/flipcharts _ _ Prepared something experiential if appropriate _ _ Prepared an agenda _ _