[原创]员工岗前培训
<p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><font size="4"><font face="楷体_GB2312"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;"> 通过我以往的交流与收集一些调查数据显示，</span><span lang="EN-US">95%</span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">的中小企业在销售队伍的岗前培训这块或多或少都存在如下几点问题：</span></font></font></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: -18pt; mso-char-indent-count: 0; mso-list: l0 level1 lfo1;"><font size="4"><font face="楷体_GB2312"><span lang="EN-US" style="mso-fareast-font-family: Calibri; mso-fareast-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"> 1、<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">无培训体系做为依托；</span></font></font></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: -18pt; mso-char-indent-count: 0; mso-list: l0 level1 lfo1;"><font size="4"><font face="楷体_GB2312"><span lang="EN-US" style="mso-fareast-font-family: Calibri; mso-fareast-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"> 2、<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">经理忙于事务，被动应付；</span></font></font></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: -18pt; mso-char-indent-count: 0; mso-list: l0 level1 lfo1;"><font size="4"><font face="楷体_GB2312"><span lang="EN-US" style="mso-fareast-font-family: Calibri; mso-fareast-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"> 3、<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">依靠临场随意发挥；</span></font></font></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: -18pt; mso-char-indent-count: 0; mso-list: l0 level1 lfo1;"><font size="4"><font face="楷体_GB2312"><span lang="EN-US" style="mso-fareast-font-family: Calibri; mso-fareast-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"> 4、<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">采用“师傅带徒弟”的单一培训模式；</span></font></font></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: -18pt; mso-char-indent-count: 0; mso-list: l0 level1 lfo1;"><font size="4"><font face="楷体_GB2312"><span lang="EN-US" style="mso-fareast-font-family: Calibri; mso-fareast-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"> 5、<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">忽视案例和文本化的积累；</span></font></font></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: -18pt; mso-char-indent-count: 0; mso-list: l0 level1 lfo1;"><font size="4"><font face="楷体_GB2312"><span lang="EN-US" style="mso-fareast-font-family: Calibri; mso-fareast-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"> 6、<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">做与说严重脱节。</span></font></font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;"><font face="楷体_GB2312" size="4"> 那么一个好的岗前培训应该做到哪几点？总的来说，是通过态度、知识及技巧三块的梳理以达到切断、教育及感召的目的，选出适合公司销售岗位需求的人才。主要从六点来加以培训：</font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;"><font face="楷体_GB2312" size="4"> 首先是员工态度培训：</font></span></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: -18pt; mso-char-indent-count: 0; mso-list: l3 level1 lfo2;"><font size="4"><font face="楷体_GB2312"><span lang="EN-US" style="mso-fareast-font-family: Calibri; mso-fareast-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"> 1、<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">商务礼仪，如着装这块，如客户接待这块等等。</span></font></font></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: -18pt; mso-char-indent-count: 0; mso-list: l3 level1 lfo2;"><font size="4"><font face="楷体_GB2312"><span lang="EN-US" style="mso-fareast-font-family: Calibri; mso-fareast-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"> 2、<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">员工自身的自信力与工作态度号召，激发员工的进取心与凝聚力。</span></font></font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;"><font face="楷体_GB2312" size="4"> 其次是企业知识培训：</font></span></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 36pt; TEXT-INDENT: -18pt; mso-char-indent-count: 0; mso-list: l1 level1 lfo3;"><font size="4"><font face="楷体_GB2312"><span lang="EN-US" style="mso-fareast-font-family: Calibri; mso-fareast-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"> 1、<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">企业文化：企业大事记、企业模范、典型事例、领导创业回顾、企业理念及价值与末来愿景，加深员工对企业的认可度。</span></font></font></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 36pt; TEXT-INDENT: -18pt; mso-char-indent-count: 0; mso-list: l1 level1 lfo3;"><font size="4"><font face="楷体_GB2312"><span lang="EN-US" style="mso-fareast-font-family: Calibri; mso-fareast-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"> 2、<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">公司基本制度：员工守则、基本薪酬、考核方式。</span></font></font></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 36pt; TEXT-INDENT: -18pt; mso-char-indent-count: 0; mso-list: l1 level1 lfo3;"><font size="4"><font face="楷体_GB2312"><span lang="EN-US" style="mso-fareast-font-family: Calibri; mso-fareast-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"> 3、<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">产品知识</span></font></font></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 36pt; TEXT-INDENT: -18pt; mso-char-indent-count: 0; mso-list: l1 level1 lfo3;"><font size="4"><font face="楷体_GB2312"><span lang="EN-US" style="mso-fareast-font-family: Calibri; mso-fareast-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"> 4、<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">市场知识</span></font></font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;"><font face="楷体_GB2312" size="4"> 最后是销售技巧培训</font></span></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: -18pt; mso-char-indent-count: 0; mso-list: l2 level1 lfo4;"><font size="4"><font face="楷体_GB2312"><span lang="EN-US" style="mso-fareast-font-family: Calibri; mso-fareast-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"> 1、<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">销售力的培训，关键业务流程、内部资源介绍、销售管理制度等方面培训。</span></font></font></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: -18pt; mso-char-indent-count: 0; mso-list: l2 level1 lfo4;"><font size="4"><font face="楷体_GB2312"><span lang="EN-US" style="mso-fareast-font-family: Calibri; mso-fareast-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"> 2、<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-fareast-font-family: 宋体; mso-fareast-theme-font: minor-fareast; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">沟通力的培训，主要是话术方面的培训，如电话沟通技巧等。</span></font></font></p> 岗前培训应该是一直贯穿新人的试用期内，要包括课堂学习、师徒关系、领导关怀等等 <p> 不错,针对问题提出的培训内容比较系统而且有实践性，不过个人认为，如果把<font face="楷体_GB2312" size="4">企业知识培训 <font size="3">放在</font>员工态度培训 <font size="3">前面会不会更好些?</font></font></p><p><font face="楷体_GB2312" size="4"><font size="3"> <font size="4">企业知识培训——员工态度培训--销售技巧培训 </font></font><font size="3">这样有由表及里，由知识理论向技巧实践过渡，显得更有层次感，强化培训效果 </font></font>您认为呢？</p> <p>小编蒹葭的逻辑好像更合理一些。</p><p>个人认为员工的岗前培训不能只是依附于课堂培训，课堂培训中所教授的知识和技巧还需要到工作中检验。</p><p>因此师傅的角色也是很重要的。</p><p>不妨可以在试用期2个月中，将课堂培训的内容放入师傅教练辅导的项目中。</p><p>这样就有“学而时习之”的功效了，能帮助新人更好的上手。</p> <strong><font face="Verdana" color="#da2549">蒹葭的提法很合逻辑，我的看法是着眼于选人用人上的。岗前培训是员工是否能上岗的重要考量依据，而员工的态度又是这一切考量的重中之重。一个不懂基本礼仪的入职者，在岗前培训第一环可能就要被公司给淘汰掉。</font></strong> 学习学习，谢谢lz
页:
[1]