Career Development Phase II:
Training and Mentoring Program
Sara palma
HRM 531
February, 2011

Career Development Phase II: Training and Mentoring Program After a thorough job analysis the new sales team for Interclean has been selected. The sales team is a mix of Interclean and Enviro Tech employees, that were chosen based on there skills and experience. The next step will be to implement the training and mentoring program that provides this new team with the tools to be successful and meet the demands of the company’s strategic plan.
The primary objective of the training and mentoring program is to expand each team member’s knowledge and skill set. One of the main goals of training will be promoting the group to function as a team. The company’s goal and objectives will be established and reinforced throughout training and thereafter. The program has been designed to improve performance at the individual and group level, and the programs success will be evident by measurable changes in each individual’s knowledge, skills, attitudes and behavior. Mentoring will enhance each team member’s skills and further promote the team concept. In addition the company will foster each individual’s talents and skills and give employee’s the opportunity for career growth and development.
The training and mentoring program must have identifiable performance standards that are clearly communicated to each team member. These standards are used to identify the quality and quantity of work expected from each employee. The individuals that were selected for this team have significant experience in outside sales. They possess above standard communication skills and have significant knowledge regarding customer service. The following is a list of performance standards that each employee will be expected to adhere to: * Knowledge of cleaning solutions for the healthcare industry in order to educate customers * Provide excellent customer service by identifying solutions to customer issues and keeping them up to date on new products and solutions * Participate in bi-weekly sales meetings * Maintain current customer base * Update leads and contacts
Interclean understands that each team member is unique and has individual learning needs. The training program consists of several methods to promote learning and knowledge retention. The management team will establish each individuals learning needs and adjust the training accordingly.
The delivery method will consist of formal classroom training which will include applicable videos and literature utilized to educate employees on company polices and procedures as well as product solutions and sales techniques. The classroom training will have a lead instructor with various speakers who were chosen based upon there expertise.
The formal classroom training will have question and answer sessions that allow employees to grasp the full concepts of the training. In addition break out sessions have been established where role playing between team members will take place, to enhance communication and sales techniques. During the classroom training, mentors will be established and introduced to the team members. The mentors will play a more active role once the team members have completed the classroom training.
The bi-weekly meetings will be a forum where learning needs can be identified. Each team member will rotate in leading these meetings. A manager will be present to provide input as needed. Role playing will be used as a form of learning based upon the needs that have been identified.
Education and training will be a continuous process. E-learning will be used to educate employees on new products, policies and procedures. The bi-weekly meeting will allow employees to communicate questions, concerns and suggestions regarding such training.
The content of the training and mentoring program will provide the concepts necessary to produce a successful sales team. The Enviro Tech team members will be an invaluable resource regarding the product solutions.