Podcast episode
Lead Playbook: Armand and Mark Teach You How to Train Your Team
30 Minutes to President's Club1 Feb 202433 min
Description
Every 10th episode, we tear down one topic. In this Lead Playbook, we’re talking about team training. FOUR ACTIONABLE LEADERSHIP TAKEAWAYS It is crucial to focus the initial six weeks of onboarding on heavy immersion and then transition to learning on the job. Use Mark’s Assessment Matrix to understand the cognitive load required for what you want to train and how good you want them to be at that thing you are training for. Training is one of the top things that young reps require, want, and desire. If you don’t have continuing training and coaching, you are not delivering for your talent. A great training program not only allows you to be effective in increasing your team’s results but also increases your value as a leader. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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show you it. Now go do it. Now we're going to show you it. Now go do it. You might not get it quite through all the way and you might not get a master, but you're aware, you're getting oriented to how things work. You starting to see, oh, when I look at an account, I'm doing this research and I need to keep in mind that I'm going to go look at contacts and this research for here can help me over here. “So I don't have to do it twice.” Right. And so you're starting to see how to connect things. So I think learn by doing is definitely the way to do it. So if we take those six weeks and we dive in a little bit more, you said it's really building a lot of the awareness. It's the big information dump and all of that stuff.
Now go do it. You might not get it quite through all the way and you might not get a master, but you're aware, you're getting oriented to how things work. You starting to see, oh, when I look at an account, I'm doing this research and I need to keep in mind that I'm going to go look at contacts and this research for here can help me over here. So I don't have to do it twice. Right. And so you're starting to see how to connect things. “So I think learn by doing is definitely the way to do it.” So if we take those six weeks and we dive in a little bit more, you said it's really building a lot of the awareness. It's the big information dump and all of that stuff. Could you give me a sense of, let's say we're doing an AE onboarding, what would those six weeks look like?
It's the big information dump and all of that stuff. Could you give me a sense of, let's say we're doing an AE onboarding, what would those six weeks look like? Week one product, week two demo, week three discovery, things like that. I don't know if I have like exactly what it would look like. I just know first week is everything. “Firehose, take it all the way through sales methodology, watching demos, setting up your” email account, all of that kind of stuff. And then each week afterwards has a theme. So maybe if you're an AE, maybe the first theme is how we do our sales methodology and forecasting. And then the second theme, which is the third week now of your onboarding, that's where we go deep on product knowledge.
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