 |
|
|
|
|
|
|
|
|
|
|
Classroom Format |
|
|
|
Selecting a classroom format should be by design, not by default. This format should be selected as a delivery option, when you know you need to maintain the engaging interactive learning process essential to learning.
Like any meeting, classroom training should be planned carefully. For a training meeting to work, and justify travel and lodging expense and lost time on the job, it should employ a systematic learning process to achieve progressive learning objectives.
|
|
|
|
The TBA Learning Process |
|
|
|
1. Awareness of need
|
|
Pre-course information, Cases, Policy, and Strategy Deployment Overview
|
|
2. Acquisition of skill concepts |
|
Discussion, Text, Video Modeling |
|
3. Strengthening of skill concepts |
|
Application & Fast Draw Exercises |
|
4. Transfer of skills |
|
Role plays, Team presentation cases |
|
5. Reinforcement and application |
|
Pre-call planning, computer-based assessment, Coaching, Continuous improvement |
|
|
|
|
Utilizing gifted instructors is also a key ingredient. Doing so ensures that learning goals will be met. In general, outside instructors are desirable because they provide cross-industry expertise, generate a higher level of interest, conduct more energetic discussions, and maintain a higher demand for excellence in the classroom. |
|
|
|
SAMPLE FOUR-DAY
AGENDA DESIGN |
|
|
|
Sample four-day agenda design
The following is a fast-paced agenda illustrating how learning principles can be applied to maximize return on investment.
Pre-Course Reading (For Illustration)
Organizational Expectations
Self-Directed Learning Workbook
-Introduction to Company
-Our Market
-Value We Bring to the Market
-Account Teams
-Consultative Selling & Customer Service Planning
-Appendix Units on Three Account Team Functions (handed out in class)
Day 1
Unit 1- The Consultative Process
- Introduction/Expectations
- Introductory Discussion Case
- Ideal Representative Discussion
- Diagnostic Role Play and Debrief
- Video Episode & Debrief
- Consultative Selling Objectives OverviewSmall Group Review of Pre-Course
- Large Group Review of Issues and Applications
- Development Plan and Learnings Exercise
Unit 2- Building Relationships, Establishing Purpose & Exploring Needs
Skills for Establishing Purpose
Application Exercise
Skills for Building Relationships
Skills for Exploring Needs
Unit 3- Determining Solutions
Skills for Determining Solutions
Application Exercise
Fast Draw Exercise
Evening Assignment
|
|
|
|
THE DAY TWO AGENDA |
|
|
|
Day 2 Agenda
A high level of intensity is necessary to change behavior. This agenda provides immersion in brainstorming and challenging role play cases, as well as for a comprehensive case on Day 3.
Unit 3 - Determining Solutions (Cont'd)
Preview - Day 2
- Strategic Questions for Exploring Needs
- Great Questions Exercise
- Role Play Case Preparation
- Strategy Team Reviews
- Role Play #1 and Critique
- Role Play #2 and Critique
- Role Play #3 and Critique
- Large Group Debrief
Unit 4 - Handling Objections
Skills for Handling Objections
Application Exercise
Objection-Handling Game
Unit 5 - Committing to Action
Skills for Gaining Commitment
Application Exercise
Fast Draw Exercise
Introduction to Account Team Service Planning
Discussion of Account Team Service Planning Tools
Evening Assignment
|
|
|
|
THE DAY THREE AGENDA |
|
|
|
Day 3 Agenda
Day 3 is devoted to analysis of a comprehensive case in which teams prepare detailed recommendations and compare their conclusions over a number of phases of analysis.There are three more challenging role plays, in which one third of the time is spent planning, one third executing, and one third debriefing.
Unit 5 - Committing to Action (cont'd)
Preview - Day 3
Introduction to Maxi-Discussion Case
Stage One Case Analysis|
-Preparation
-Team Presentations
-Discussion of Sample Answers
Stage Two Case Analysis
Stage Three Case Analysis
Stage Four Case Analysis--Positioning
Learnings and Debrief
Application of Account Team Service Planning Tools
Role Play Case #1
-Strategy Team Review
-Role Play
-Debrief of Role Play
Role Play Case #2
Role Play Case #3
Large Group Debrief
Introduction to Live Case Review
Evening Assignment
|
|
|
|
THE DAY FOUR AGENDA |
|
|
|
Day 4 Agenda
The final day consists entirely of one exercise, a panel role play case, set up as competition between three firms to secure a major piece of business. Following analysis based on three individual interviews with different types of decision makers, teams make major account presentations with visuals as they would on the job. Constructive critique comes from senior management (playing the various customer roles).
Unit 6 - Follow-Up
Preview - Day 4
Introduction to Client / Broker Panel Role Play Case
Customer Submittal Briefing
Account Team Analysis
Private Customer Interviews
Team Presentation Preparation
Preparation of Visuals
Account Team Presentation #1
Account Team Presentation #2
Account Team Presentation #3
Sponsor / Customer Panel Comment
Preparation of Live Cases
Live Case Presentations #1-#6
Follow-up Expectations
Review Exercise
Development Plan
"Takeaways" Exercis
Evaluation/Conclusion
Computer-Based Diagnostic Knowledge Assessment (following conclusion of course)
|
|
|
|
ELECTRONIC DELIVERY |
|
|
|
 |
|
|
 |
|
