She also collected all existing business forms while writing down all of the company's procedures, it's approved methods for taking care of daily business. She put together a 150-plus page manual that covers everything from attitude and beliefs to order forms and delivery schedules. But this manual is a living document that Pearce updates any time Sprintz changes its internal business rules. That's why she puts it together in three-ring binders. The manual is the cornerstone of the four-week training program that Pearce leads new sales through.
Most adults learn by doing.
As a result of all this, new hires at Sprintz stay with the company at least one year, and if they do leave, it's not because of confusion about company policy or direction. The people coming on our floor now are knowledgeable, trained and ready to make money. Joe Capillo, vice president of training for Shepherd Management Group, is a veteran furniture sales-management executive. Copyright 1998 Towse Publishing Company. All Rights Reserved.