“Let’s Talk Turkey!”: Developing Business Oriented Training

The days are getting shorter…

The leaves have fallen from the trees…

The air has a bit of a nip in it…

Thanksgiving Day approaches.

While some people are feeling festive, many businesses are getting quite serious as Black Friday approaches.

What will their year look like: will they make it or break it?

It’s time to get serious and “Talk Turkey” about training.

It can’t be ALL fun and games ALL of the time.

ALWAYS LINK

Ultimately, you, as a trainer, are paid to get results: either enabling a culture change or training your audience with new knowledge or a new skill. Although exercises and games can be fun and may increase your popularity with students, the sponsor of your program is paying you and THEY WANT RESULTS.

Beware that those fun exercises (especially for soft skills training or team building) may sidetrack or hijack your training.

Debriefing the exercise is PARAMOUNT. Take the time, involve your audience: What did they learn? What does that illustrate? How can they apply that knowledge back on the job?  Yes, you could save time and explain to them what the exercise illustrates… But that may not ensure they ‘get it’ and can relate the lesson to their ‘world’. (For more on being audience driven see this blog post.)

I know, this sounds a bit like parenting: “What did you learn? Why? What will you do differently next time?” BUT many trainers don’t take the time to reflect on exercises, activities and games… perhaps that is because they are driven by the ‘happy sheets’/feedback ratings at the end of the session instead of the real driver behind the training: getting to results.

DESIGN FOR RESULTS

When designing a program, you start with the objectives. (What will be the result of your program/session? What will attendees walk away with upon completion?) From there you can measure and evaluate how well your program addresses those objectives (and ultimately impress your sponsor with your success.) [For more on interpretting training feedback, download the Strategic Feedback System whitepaper available in the box on the right-hand side of this page. I will be removing that download very shortly. So download it now and let me know what you think.]

However, what happens if your ultimate objective is something you can’t achieve with training alone? What if your program is  reliant on some outside event, equipment, activity or stimulus?

Why do I bring this up? Supporting culture change is challenging. There is a difference between what you can impact as a trainer and what needs additional measures to be successful. An understanding of culture change may help you be more consultative which may impact your sponsor’s success. For an over of culture change and the critical success factors, consult my most popular (and talked about) blog post: “What Trainers Need to Know about Culture Change.“

GIVING THANKS

“At the end of the day”, focus on what you can impact, relate your training to the ‘world’ of your audience and thank them for their attention and participation. Remember you are a ‘guest’ in their world.

And this week be thankful for friends & family, health, happiness

and all the little things that we take for granted.

It can all be taken away in an instant.

DRIVE SAFELY, EAT WISELY AND LAUGH HEARTILY!

Thanks for reading… Have a blessed and happy Thanksgiving.  Gobble, gobble!

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Flickr Creative Commons Image by grapesmc

Grey Areas, Blurry Lines: the Training SECRET [Killer Training Techniques]

Three-year-old children understand the secret.  

They know the magic word.

What does that say about us? Do we know the secret?

Let me explain.

THE CHALLENGE

When someone seeks you out and asks you to deliver your service, training, what do they usually say? I bet it is probably, “Here’s what I want…” And many times that comes along with a list of topics and an entire outline. While that may sound like easy money, it may turn out to be a difficult situation to navigate.

Now a good consultant (and trainer) always delivers what the client wants. But what if that client doesn’t understand what they need?

Great ‘trainers’ will take a consultative approach to determine who the intended audience is and what they (and the organization) truly need.

 

CONSULTATIVE WORDS TO AVOID THE PERCEPTION OF BEING CONDESCENDING

There is a fine art in turning a request into a consultative approach. You need to understand what the drivers are behind the request for training and probe to find out what success looks like. I typically like to start with phrases like, “Let me understand a bit about what is behind this request…” or “I want to understand the situation as fully as I can so that you are absolutely delighted at the end of the training…”

Once you have a good understanding of the background, you can examine what outcomes the training should have and determine if they are reasonable. “Just so I understand you correctly… at the end of the session, a participant should be able to [fill in the blank]…”  “Are there any additional outcomes that are important?” These types of phrases will help confirm your understanding of the outcomes. You may be surprized at additional outcomes are important. This is where we are getting closer to the magic word…

When your client says, “… this is important.” You know you have to use the magic word.

What is the magic word? The magic word is “Why?”

Think about it! So many times trainers nod their head yes and deliver what they were asked for without understanding “Why”. Whereas, if they were to probe the request they’d uncover the ‘grey area’ and potentially redirect or supplement the training with material that could really impact the business.

EXPLOITING THE BLURRY LINES

Coming from a large company and moving into the small and medium business environment has really opened my eyes. The very defined, silo-like, job roles and responsibilities of larger companies allow employees to specialize and create quite a depth of expertise. In the small and medium business world the lines between roles (and responsibilities) are more fuzzy (or blurry) and it your breadth of skill and expertise becomes more important.

Why am I exploring this? Well understanding the job roles and the business process may be important when you develop your training. Examining the “blurry lines” (and even the set in concrete responsibility ‘lines’ in large companies) may uncover a weakness in a process or gap between job roles. Addressing that discovery may ultimately have the most impact on the effectiveness of the organization.

You may also find that you understand a certain ‘fuzzy area’ and it is there you can provide tremendous value. The ‘fuzzy area’ that I consider my sweet spot is the area between Marketing and Sales. Some organizations call this area ‘Sales Enablement’, while other organizations ignore the area (and it becomes a gap), while still other organizations bicker about who owns the responsibility to equip the Sales Reps with the information, tools and training they need. (I don’t care what you call it, this gap/overlap/’fuzzy area’ still needs to be addressed.)

YOUR SUCCESS:

In conclusion, you will be MORE successful if you,

• Obey less and understand more. Go ahead, use that secret word!
• Address the blurry lines (and gaps) between job roles and business processes. This will position you as a valuable consultant to the organization instead of just your average trainer.
• Find your niche in one of those ‘fuzzy areas’.

Now wouldn’t you agree that your three-year-old would make a good consultant?  “Why?” 

Until next time…

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Flickr Creative Commons Image by Jasleen Kaur

TOP Pirating Tips for Trainers on Talk like a Pirate Day [Killer Training Techniques]

Monday, September 19th is International Talk Like a Pirate Day and our thoughts may turn away from business for a few minutes to contemplate the lighter side of pirates and pirating (especially if one of your colleagues starts acting the part.) In the training business, we can learn a lot from pirates.

PIRATES: SCARY CUTTHROAT ROGUES?

There are plenty of definitions of what pirates are and plenty of opinions on what privates are not. If you examine the definitions including the modern definitions describing the pirating of videos or software, you will notice words or phrases that include “without commission”, “without authority” or “without permission”.  The definitions would lead you to believe pirates were/are all rogues.

HOW ABOUT A CALCULATING, COLLABORATING COLLECTIVE?

I’d like to suggest that pirates could be looked at as exemplary team players as they are: calculating and collaborative. Setting up their own language and their own “code” of conduct (for engagement and responsibility) catapults them ahead of most teams.

I’ve collected several pirate related blog posts on into a page of team teaching tips. This ‘Pirate Series’ outlines critical success factors when teaching as a team. Collectively, you must:

• Set up the structure or guidelines and lay the right foundation: Team Teaching without a Mutiny, Murder or Meltdown–5 Steps to Harmony
• Adopt a mindset of being ‘on call’ for your team:  Team Teach like a Pirate: Always ‘Sleep’ with One Eye Open!
• Develop and promote a Team Brand to ensure longevity:  BRAND Your (Teaching) Team: Hoist the Colours!

Pirates, as a result of working together so well, created a strong brand: their mission was clear, their tactics unrivalled and their results were legendary. Your training team can achieve similiar results if you learn some lessons from pirates.

 LESSONS TO SAIL OFF WITH OR PONDER OVER A GLASS OF RUM

 When pressured to deliver products better, faster and cheaper, just like pirates, be calculating and:

• Consider the impact of your actions on your: training product, training business and training brand.
• Invest upfront to agree, define and disseminate roles and responsibilities AND rules and regulations. These do not have to be formally written, although you will find that the exercise of putting pen to paper often unearths additional ideas or additional areas that need to be addressed. If you have your working arrangement written down, it is also easier to bring additional staff or guests ‘on board’ to help.

Until next time, have some fun and ‘talk like a pirate’!

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Flickr Creative Commons Images by Mykl Roventine

Check out Mykl’s work… It is truly inspiring:

Does Sailing Illustrate Any Training Mistakes? [Top Training Mistakes]

Sailing and sailing regattas usually spell fun-in-the-sun for some lucky folks in the summer. Exciting, unpredictable and hopefully uneventful, sailing has many similarities to the teaching/training world. The training lessons we can learn from sailing, should not be taken lightly: as they illustrate some top training mistakes.

UNPREPARED NAVIGATION

A good sailor knows you have to chart your journey, consider the ever-changing wind and weather and prepared for the unexpected.

One of my pet peeves, is when you know a presenter, teacher or trainer is (clearly) just ‘winging it’. Such unpreparedness shows a lack of respect for the [paying] audience. Now, having said that, there are people who can just talk off the cuff and be extremely organized in their thought process and somehow stay on topic. But lets face it, can you really expect to do that successfully? Will it showcase your skills in the best light?

Talking is one thing, but when you are giving a demonstration it is another thing. Demonstrations require the planning of  your navigation. I always have a cheat-sheet to help even if the demo is something that I really know well. On my cheat-sheet I always record key points so I will talk through them. Not everyone will be as familiar with whatever you are demonstrating, so it is important for you to help navigate them with phrases such as “… in the top left had corner there is a pull-down menu, I’m clicking on that and selecting…” I try to orally navigate my audience as if they were visually challenged or if English was their second language. Remember to slow-down, consider the different learning styles and practice your navigation. The more prepared you are, the higher the probably of success you will have.

HIKING: LIVING ON THE EDGE

I remember the excitement of ‘hiking’ on a sailboat, just like in the photo above. Wow, what an adrenaline rush, especially when you hike (or hang) off the boat so far that you wet your hair in the water.

While living on the edge and ‘stretching’ may be a rush. It poses some risks, just like the time I backward somersaulted off the boat into the water! (That was embarrassing!)

When you are training, it is exciting to ‘stretch’ a little and pose a controversial question or try a new challenging exercise. BUT: Do you really have time to do these things? Will they really add value? Is it worth the risk? So, always be prepared with a back plan… and if things go wrong, NEVER forget your sense of humour!

EQUIPMENT CHECK

A sailing ‘best practice’, (and really a no-brainer), is equipment testing. If you watch parents of sailing youngsters, they’ll equipment check (or ask about equipment checking) several times before the young sailor ‘sets sail’. They wouldn’t dare let one of their children out on the water without equipment checking.

If you are dealing with any technology, it is important to equipment check. As an instructor, I used to arrive early to ensure the equipment was set up properly and in working order (even though I had checked the night before). (Back in the really old days), we even had spare light-bulbs for our three overhead projectors. When traveling on technical marketing awareness roadshows, we always equipment tested because invariably something did go wrong at the last-minute. Don’t laugh, when technology is involved, Murphy does show up. (I love this quote from the Murphy’s Law Website: )

Murphy’s Law

“If anything can go wrong, it will…
Corollary: It can…
Corollary: It should…
Corollary: At the most inopportune time…

Extension: it will be all your fault, and everyone will know it.“

CROSSING THE FINISH LINE

So, in closing:

1. Plan your navigation, especially in ‘tricky waters’.
2. Mitigate the risks when you ‘stretch’ above and beyond what you are used to.
3. Always, always equipment check. It is one thing to fail because of better competition, bad weather or conditions OR stretching and really trying. However, failure because you didn’t check your equipment: now that is unforgivable.

Until next time, enjoy the summer sun and breezes!

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Image of  “Connor Hiking on Connor Bay”, Port Maitland Lighthouse in the background, courtesy of Gord Palin.

POISON IVY Part 2- Training Lesson: Learning Never Stops [Video]

This is the sign that started it all. Per a previous blog post I was amazed at  how the description of poison ivy on this sign was somewhat ambiguous, especially when the sign was set back from the trail with lots of green bushes in-between. For me, the experience illustrated an important lesson for trainers: different learning styles.

 

Over a month had passed and I was hiking on a different trail and came across that same sign. This time I could safely get close enough to take a picture.

 

But it seems poison ivy always teaches a lesson…

 

 

That’s it, a simple lesson for the day: Update your material (even when you are on vacation).

Until next time, happy hiking…

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Special Additional Notes about poison ivy:

• Notice young poison ivy leaves are reddish NOT green (and this isn’t the Fall),
• Don’t touch or pet your dogs: they may have come in contact with poison ivy,
• Wash (with soap and water) your hands and any skin that may have come in contact with poison ivy.

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Planning a Trip to the Calgary Stampede Outlines Key Training Tips [Killer Training Techniques]

The Calgary Stampede is on my bucket list.  Just like having a successful training event, planning a visit to the Stampede will be quite a lot of work. But I may have only ONE opportunity and I better make that opportunity count.

Part of the reason I think it will be difficult to plan a trip worthy of being on my bucket list, is that the Canadian news is flooded with speculation and footage of the Royal Couple’s trip to Canada. Part of that trip is attending the Calgary Stampede (which is the fourth most popular Canadian event.)  Speculation has it that the Royal presence is expected to increase attendance to the Calgary Stampede. You know what that means: when I go to book anything it will be that much more difficult.

PROPER PHYSICAL PLANNING

I was amazed at the number of articles and ‘planners’ and ‘trip advisors’ that existed for the Calgary Stampede.

That is, I was amazed until I spoke with my friend Penny. She took her boys to the Stampede a few years back and insisted that they ‘do it right’. Her rationale was this opportunity doesn’t come around every day. Penny’s advice was to start researching events, planning (and booking) AT LEAST A YEAR in advance. [Note to self: I guess 2013 is now the earliest we'd be going to the Stampede.]

If you want ‘prime time’ you always have to book in advance and that includes seminars, webinars and events. While last minute bookings do come up, you need to give your audience some notice (and notification).

INTERVIEWING/WORD OF MOUTH

Penny also suggested the best way to start your Stampede experience was with a real Chuck Wagon breakfast before you watch the Opening Parade.  I never would have thought of that, but what a great idea to get into the mood and start the day off right. (And don’t forget to get tickets for the Chuck Wagon Races!)

I have written about instructional design before. You need to talk to your potential audience what are their challenges (so you can address them) AND you should talk to subject matter experts to get their perspective on the challenges and solutions. (I can’t stress this enough if you are a small or medium business. You should look to the 80/20 Rule: for the 20% of the content with 80% of the impact.)

MAKE SURE YOU FIT IN WITH THE “CULTURE”

Another consideration is fitting in. Penny suggests (/insists) that you should be ‘outfitted’ for the Stampede. While some articles suggest assembling quite a lot of ‘cowboy attire’,  Penny’s ‘shortlist’ includes the following: cowboy hat, proper cowboy shirt, jeans and of course, the requisite cowboy boots. I WAS SHOCKED, simply shocked. Why would I buy cowboy boots when my youngest’s feet were still growing??

But think about it. If you were invited to a themed party, didn’t you have more fun when you dressed up and really ‘got into it’?

The training world has similarities. We try to reach our audience and ‘fit’ their culture by speaking ‘their’ language and using examples that fit ‘their world’.  I’ve written posts that stress the importance of being audience oriented. Dressing the part can be part of this: make sure you fit in and make your audience feel comfortable. (Don’t wear a suit to a casual hands-on cooking seminar.)

MY SHORT LIST OF LESSONS LEARNED

Here’s a quick ’roundup’ of the some training lessons learned from planning/booking a trip to the Calgary Stampede:

1. Research: including TALKING TO LOTS OF PEOPLE.
2. PLAN/Book in Advance: to avoid disappointment and coordinate calendars (yours and your audiences).
3. Try to put your audience first and fit in with their culture, use their language and relate to their world.

Don’t expect to ‘wing it’ or you may fall off your ‘high horse’: You need proper planning and preparation.

Now I’m not expecting you to ‘dress in character’ for your session, seminar or webinar… but does anyone have a pair of size 9 or 10 Cowboy boots available??

Until next time: “Ride ‘em Cowboy!”

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Image courtesy of Sue Ratcliffe. Sue’s work can be seen and purchased on her RedBubble Page.

POISON IVY: Illustrating Learning Styles [Killer Training Techniques]

My encounter with poison ivy during a hike on the Bruce Trail illustrated how different people learn differently. Teachers, Trainers, Instructors and Educators call this one’s  ‘learning style’.

A learning style describes your preferred method of learning. Typically  those styles are: auditory (learning by hearing), visual (learning by seeing) or tactile (learning by doing).

Now, possibly you’ve all heard the poison ivy warning:  “Leaves of Three, let it be.” But what exactly does poison ivy look like? There are plenty of three leaved plants in the forest.

During my hike, I ran across a NEW sign on the Bruce Trail that described poison ivy: three leaves, shiny leaves, red stem, little yellow berries at some times during the year and other times of the year the plant is just a stick. [NOTE TO SELF: careful hiking in the early spring and late fall->watch out for 'sticks'. ]

I think there was some sort of a picture. But I wasn’t about to climb through all the green bushes to get closer to really examine the picture.

I continued on my hike: “Leaves of three, Leaves of three…” Until I saw some plants with leaves of three. (See picture to the right.) “ls that poison ivy?” I asked myself.

“Hmm… Reddish stem, three leaves…” But I thought the flower looked a bit like a strawberry blossom. Perhaps this plant was a wild strawberry?

And then I saw a massive patch of three leaved plants. The leaves were so shiny! It was the ‘shiny’ adjective that nailed it for me. So I took the picture at the start of this article to bring home to show to my Boy Scouts (since they have never pointed out poison ivy to me).

So when you are designing your training, try to appease each of the learning styles: auditory, visual and tactile. Slides (with text) and lecture to appeal to the auditory types while pictures, charts and diagrams to appeal to the visual types. Including discussions, exercises and experiments will appeal to the tactile learners.

Now, if you are teaching a lesson on poison ivy, avoid the tactile ‘hands-on’ approach.

Until next time (stay on the trail)…

Do you know what poison ivy looks like? Which learning style helped you learn? Please share your story with us.

PS-I have searched for articles and descriptions of poison ivy and have been disappointed until I found this great post/collection of pointers to content on poison ivy.

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Poison Ivy iPhone picture by Anne Cauley.

Wild Strawberries Flickr Creative Commons Image by Lewis Brown aka ‘Wiselark’.

Painting Lessons that can be applied to Training [Video 3/3] [Killer Training Techniques]

This humourous video captures the last, (important), ‘painting lesson’ that can be applied to the world of teaching/training.

Well, that is it for painting for awhile. The paint roller incident was completely unstaged! But once it happened I knew I had to keep the camera rolling and finish the ‘take’.

How did you like this video series? Should I continue to shoot video or just stick to writing? Let me know…

Until next time…

Painting Lessons that can be applied to Training [Video 2/3] [Killer Training Techniques]

There are many lessons that you can learn while painting that can be applied to the world of teaching/training. This lesson was very hard for me to admit.

Have YOU learned any lessons from painting that YOU have applied to the teaching/training world? I’m curious, please leave me a note below.

Until next time…

Painting Lessons that can be Applied to Training [VIDEO 1/3] [Killer Training Techniques]

Just when I thought I had explored all the similarities between painting and training to the fullest, a shower of paint rained down upon me. All covered in paint (head to toe), here are some of my thoughts about some lessons learned from painting that can be applied to the teaching/training world.

Are you curious about the other two things, this experienced painter forgot? Why not subscribe to this blog so you don't miss the rest of this lighthearted series examining lessons learned from painting? You can either 'catch' the RSS feed or get an e-mail subscription: just look on the right hand side of the page.

Until next time...