Friend and colleague, Jim Kennedy of Technically Speaking (http://www.technically-speaking.net/) and I met to discuss why smart companies are investing in training now—even in this recession. Jim pointed out that his clients are investing now because they realize that this business slump is not going to last forever (see my May 4 Blog post).
An expert and sought-after trainer in all aspects of management and workforce training Jim’s clients are telling him there are five good reasons they are compelled to invest in upgrading the skills of their workforces now.
1. Many have had to downsize and they are cross-training the employees they retained to do multiple jobs. Fewer people may have to work harder, but it’s important to give them the skills to work smarter as well.
2. In these tough times, it is important to protect margins. It is imperative to train your sales people to have good negotiation skills to get the best deals while maintaining your customer base.
3. Morale can sink during times of stress and potential hardship. Sales are completed by teams. Build team cohesion by focusing on how teamwork can enhance sales and build morale.
4. Conflicts arise when workload pressures and resource limitations cause competition between departments. Train your managers in conflict resolution.
5. Customers can be demanding because they know everyone is scrambling for business. They expect higher levels of technical expertise in sales people. Train your technical people in sales techniques to enable them to be an integral part of the sales team.
These areas of focus for training now will help you in the short run. When times get better, these enhanced skills in your workforce will put you at the front of the pack.
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