training proposal for Alapha Life Insurance Company

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Abstract/ Executive Summary

Title

 Creating an efficient and effective training program to enhance job performance of Sales Personnel and increasing the productivity of Alpha Life Insurance Limited.

Purpose

The purpose of this proposal is to design a training program that will aid the Sales personnel at Alpha Life Insurance Company Limited (ALI) in achieving the interpersonal skills, knowledge on how to make power point presentations and also be knowledgeable about the product and services offered by the company along with the product of the competitors.  

Aim

The aim of the proposal is to implement an effective training design that will improve and mitigate the problems faced by the Sales personnel at Alpha Life Insurance Company Limited, in order for the company to remain profitable and to maintain its growth and development in the market.

Rationale

The objective of this proposal is to ascertain information as to how the problems at ALI developed. This will aid the Training Managers in formulating ways through which these problems can be improved and whether they will be effective in maintaining the company’s profitability.

Method

In designing this training, the methods that will be use in conducting the procedure include Presentation methods and a Hands-On Methods, in order to accomplish these goals and objectives.

Duration of Training

The duration of training program will last for 12 weeks, starting November 20, 2008 to February 7, 2009

Estimated Cost

        The total estimated training cost will be nine hundred and seventy one thousand and twenty five dollars ($971,025.00).  

Problem Statement and Need Analysis

Problem Identification

The problems that were highlighted in the case of Alpha Life Insurance Company Limited include, the sales persons were lacking interpersonal skills in that they did not know how to approach the customers let alone how to converse with them.  Another problem that the sales persons faced, they had struggles with power point presentations, which is vital in their line of work.  Lastly, the sales persons lacked knowledge of their products/services along with those of the competitors, so when asked by clients about the comparisons between products they were unable to respond, which inevitably robbed the organization of profits.

How can they be solved?

In assessing the nature of the problems, we the new HR team will be conducting a training program for one hundred and seven (107) sales persons in a duration of three (3) months in order to develop their interpersonal skills, lecture them on how to use a power point and for them to gain knowledge not only on their products but their competitors products as well.  The training will be conducted in a classroom in which there will be a fan-type seating.  In conducting this training program, we will give the sales persons a lecture on how to approach and speak to clients.  This would include how to address a customer and how the sales persons should carry themselves when speaking to a customer.  After this is completed, the trainees will be conducting on the job training in the form of a role play in which they will practice what they were taught. During this course of action evaluation will be done consecutively to assess if learning is taking place.

In perfecting the sales person’s power point presentation skills, the trainers will be demonstrating how to prepare a power point presentation.  This will be conducted using a lecture as a training method, in which we will, through the use of a projector and laptop to show them step by step how to enter and use power point.  The trainees will then practice what they were taught, after which they will be given an assignment to create a document in power point and then present what they have created at the next training session.  During the presentations, the trainees will be evaluated to see what they have and if they have retained anything from the demonstration.

In order for the sales persons to gain knowledge about their product along with their competitors’ product, a lecture will be conducted to inform them about the different products.  These include the name of the product, how the product was made, how to operate the product, the different characteristics of the product and also the cost of the product.  Included in this would be the comparisons between their product and their competitors’ product.  After this lecture, the sales persons would be role playing where one of them will be playing the sales person and the other a client.  During this session, they will be evaluated on how much have learnt in the lecture and through this we will determine if the training methods were effective.

The Background of the Problems

The problems arose due to the fact that the sales persons did not receive the training that they were to get when they started at ALI (Alpha Life Insurance Company).  As it relates to the lack of interpersonal skills, before the sales persons were selected the supervisor and or manger should have trained the sales persons on how to communicate with the clients.  They should have been trained on how to approach the customers, how to behave while handling a customer and basically they should have been tested on their language skills as in if they know how to speak standard English.  Despite the fact that sales persons should know how to use a power point as it is a part of their job requirement, supervisors should have still trained them on how to use the power point effectively and also how to make presentations using the power point.  The manager at Alpha Life should have given each sales person a guide as to the different products they offer and also a guide on the competitors’ products.  The main background to the problem is that the sales persons were not given any feedback from the manager and or supervisor so they did not have an idea as to how they did, the areas that need improvement and the mistakes that were made and how to correct them.

The Potential Problem that may arise

A potential problem that may arise through the causes of the problems is that the company might lose its valuable customers due to the fact that the sales persons do not know how to effectively persuade clients into buying their products.  Sales persons should be able to tell clients why they should purchase their products over the competitors and they should also be able to inform the clients about the products they are selling.  Another problem is that without feedback, sales persons are unaware of the mistakes they have made so they will repeatedly carry out those actions which will drive away clients because of the continuous complaints they make regarding the poor services they receive.   Another problem would be that the sales persons lack interpersonal skills so they are unable to communicate effectively with clients.  This poses as a problem in that if they do not know how to communicate with the clients then they will not know if the customers are satisfied or dissatisfied with the product or service.

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Assessment phase

The assessment phase of the training proposal dealt with how the necessary information that was needed to design the training process was obtained. This section investigated the various needs existing in the organization, and whether they are training or non-training needs. This assessment was used as a basis for developing the focus or objective of the training design. The main purposes of the needs assessment were to identify the performance gaps and training needs of the sales force ...

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