The Importance of Non-Training

Time to learn

By Jeffrey Hansler, CSP

Excellence involves developing an ability to see subtleties, as well as what is apparent.  In an effort to increase productivity, managers often make the mistake of applying training across the board as a fix-all.

The key to increasing productivity is allowing people to grow and establish a sense of balance.  Although training can be a key element in achieving that sense of balance, there are several important times when 'non-training' is the best way to increase productivity and sales.

Instead of overloading a new employee on the first day by pushing information at them, open the doors to communication.  Set up the first day to expose them to the environment and the intentions of the company, and solicit feedback on what they observe and hear.

You will be creating a positive and relaxed setting for them to begin their contribution to your company.  You may even be pleasantly surprised at the wealth of ideas and improvements they can guide you to.

Other times to avoid training and open the company ears are on the first day of a general sales meeting, your first day at a division that needs to be "turned around", and when meeting with the most productive 20% of your company personnel.  At these times, the company focus should be directed to listening to their input.  This information will fine tune the areas that do require training, define the best method of training to be used, and provide new ways to increase productivity.

The purpose of training is to increase productivity and effectiveness.  Information or new perceptions will not increase productivity and effectiveness if that is not the goal of the participants.  A growing problem as the United States becomes more involved in a global economy, is assuming that personnel in international divisions have the same goals as national divisions. Personnel arriving to the United States for a three day meeting often do not wish to work, work, work.  The quickest way to kill productivity in these cases is to train, train, train.

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Jeffrey Hansler is a professional speaker, author, and consultant. He is a frequent speaker at association events and is the author of Sell Little Red Hen! Sell! He can be reached at jhansler@oxfordco.com.

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