Hebard & Associates Corporate Learning Systems, LLC
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Training Design and Delivery: Results for Clients
The Challenge: Our client wanted to teach managers a simpler, more effective way to coach.
Our Solution: Performance coaching
We developed a customized coaching method, creating an easily learned four-part process based on a strong working relationship, trust and common sense. We co-delivered the resulting workshops to field locations, working with our client sponsor. Client reviews were positive about both the workshop and the improvement in field managers' coaching results.
The Challenge: Budget cuts forced a client to suspend a highly regarded management development session for front-line supervisors. The client needed to continue distributing session content without the costs of travel, outside facilitation and materials.
Our Solution: Video-based content summaries with discussion guides
We developed two separate series of six to eight roughly 10-minute summaries of key workshop topics. Technical Consultant Adam Cerda merged our video presentations with key PowerPoint slides from the workshop. The goal was to create a practical, local discussion of each topic, so we supported the videos with (1.) written guidelines and a goal-setting process for participants, and (2.) a discussion leader's guide for plant managers - in more than 20 locations. Our client's savings reached well into five figures, and field locations reported good discussions and results.
The Challenge: A large training and development group needed to gather information from key sales managers for an advanced coaching workshop.
Our Solution: In-depth interviews
We interviewed top sales managers, analyzed their comments, then used them as the basis for a series of instructional videos -- writing the scripts and as well as companion discussion cases. Case-writing was relatively complex, given their need to connect the coaching material to several sales and leadership models, as well as to internal sales and related processes. We also served on the internal design team that created the workshop.
The Challenge: A community bank's tellers and customer service reps were missing sales opportunities with customers, especially in what the client defined as up-selling.
Our Solution: Customized sales training
Consulting Associate Theresa Tommey's experience with financial institutions played the key role as we designed a customized front-line sales training session. We introduced new methods and models for (a.) selling, (b.) making referrals, and (c.) managing customer objections, included behavioral-skills training in sales-related communication. Our client documented significant sales gains.
The Challenge: Our client needed managers to support and use performance management skills, but needed to limit a resulting workshop to two hours. We were asked to design the session with an internal partner.
Our Solution: Video testimonials
We interviewed a senior executive, middle managers and front-line people on camera, and Technical Consultant Adam Cerda edited their comments into a performance management testimonial. We cut costs by using basic videotaping and editing technology. The resulting video was rated as one of the highlights of our design, and overall client reviews have been favorable -- leading to a second testimonial video in another new workshop.
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