The Importance of Training Programs

Clipsal is an Australia’s number one electronics company providing a vast range of products including electrical and lighting accessories, circuit protection, cable management, integrated system, network connectivity, health and energy, management solutions. The products are in good quality which satisfies the customers by meeting their needs and preferences. Clipsal is a diverse, inclusive and equitable company which aims at empowering all the stakeholders in the business to run their operations successfully across the international markets. In this regard, it is necessary for the organisation to develop proper strategy to manage sales volume and customers where sales training program is mandatory to empower the sales managers in the business and enhance their capabilities by improving their technical skill and knowledge. The training program development is necessary for providing suitable and fruitful training sessions to all the sales managers at the organisation, who would be able to manage the sales volume and the international cultures by delivering high quality products as per the customer’s requirements and giving efficient service and proper assistance to the customers to handle their queries and manage them as well.

Training needs assessment is the first step to develop the sales program, where the major needs of the training are,

Improving the knowledge of the sales personal

Enhancing technical skill of the managers at the sales department

Improving customer service quality

Establishing the brand in the global electronics and communication industry

Executing sales training program

Identifying learning objectives are necessary where the objectives of developing the training are improving the technical skill of the sales personal to handle the queries of the customers and suggesting the right products to the customers after acknowledging their needs and preferences. Managing the customer invoice and providing efficient service to the customers are the major objective of the training program. For designing the training program, it is necessary to provide all the course materials to the sales managers. In this regard, the trainer of Clipsal must provide the materials through online, where online training program is mandatory for the sales managers to access the portal by giving security credentials. This is effective where the sales managers can access the sites for reviewing the course material at any time and learn more through reviewing the information and data. In addition to this, arranging training at the organisation is necessary where it is known as on the job training, where the sales managers can gather experience and improve their skill and knowledge at the workplace (Noe and Kodwani, 2018). Handling the customers with the support 0of the sales executive is another tactic, where Clipsal is able to provide training and development program to the new sales managers, where the managers are able to handle the customers and improve their experience at the job place.

These are the major training materials and learning activities, through which the sales managers can acknowledge the working practice at Clipsal and identify the ways to serve the customers in a better way. Hereby, the online training course as well as on-the job training program for the mangers at sales department are useful to improve their capabilities for managing the international consumers. Hereby, the training and development program at Clipsal s beneficial, where the organisation can provide personal and professional development scope. Additionally, there is performance review strategy to monitor the performance of the sales executive. The quantitative strategies are sales volume, average sales calls per day, managing total sales orders, selling cost and new customers obtained (Poller et al., 2017). On the other hand, the qualitative measure for reviewing the sales manager’s performance through training are planning method, personality trait and sales skill as well as the attitude and behaviour of the sales personnel, respecting the customers, empathy and team spirit. Additionally, the trainer at Clipsal focuses on giving compensation to the sales managers where it would be possible to encourage the managers and improve their interest to participate actively for maximising the organisational objective. The immediate supervisor provides 360 degree feedback and proper communication and cooperation at the workplace during the on-the job training program further enhances the skill and knowledge of the sales managers at Clipsal.

Reference List

Noe, R.A. and Kodwani, A.D., 2018. Employee Training and Development, 7e. London: McGraw-Hill Education.

Anderson, S.J., Chandy, R. and Zia, B., 2016. Pathways to profits: identifying separate channels of small firm growth through business training. The World Bank.

Poller, A., Kocksch, L., Türpe, S., Epp, F.A. and Kinder-Kurlanda, K., 2017, February. Can security become a routine? A study of organizational change in an agile software development group. In Proceedings of the 2017 ACM Conference on Computer Supported Cooperative Work and Social Computing (pp. 2489-2503).

Dig deeper into The Impact of Socio-Economic Status on Health Management in the UK with our selection of articles.