Training new employees is always important. You want to find good people, show them how your company operates and get them up and moving so they can effectively handle their job as quickly as possible. There’s a threat if you shortcut the process.
Shortcuts can take many paths. It’s easy, for example, to gloss over new products and services you plan to offer (or already are offering), and instead focus on your proven ones. It’s only natural that we seek out the known quantity, so you explain to the new sales rep or technician what’s made you successful and how you continue to plan to move in that direction.
When you don’t train on new products, though, you’re eliminating a fundamental success variable for any business – the focus on where you’re headed. By making sure your people have the information, education and perspective on a new hand-held device, they’re going to be more prepared to explain to your customers how to use that device in a security application.
Similarly, if you’re about to add a souped-up key fob, your people need to be armed with information on why a customer would want it. If your sales rep walks into a call without the necessary preparation to talk with the customer and answer all her questions, he’s set up to fail.
Set your people up to succeed, and keep them up-to-date with the training they need on the evolving products and services in the electronic security industry. The more they understand the longer term value proposition, the more they’ll become the salesperson or technician of the future.