By the very nature of his job, he has to keep in touch with the latest happenings. Often training departments are staffed by those seeking a softer job, either because they were getting tired of the rat race, or were never good at it. The entry of new firms into India, as well as the diversification of established firms into new businesses have boosted the sales-training business. We had to create systems from scratch,'' recounts Ravi Saxena, director, marketing, Sodexho Pass, a food-coupons company that set up shop in late 1997. Once you are decided, the real task has only begun.
Most firms expect high level of customisation to factor in the nuances of their industry.
So Nair studies the industry, its best practices and the practices being followed by the client. Moorthy too, follows a similar approach. Instead of just going by the training recommendations of the management, we asked the staff about their needs, the problems they faced, and the skills they felt would make them more successful. Then, we spoke with the market, the dealers and so on, and understood how the company's salesforce was perceived, and the areas where they lagged,'' says Moorthy. All inputs went into creating an approach document spelling out training plans.