Creating the right environment

I was running a ‘train the sales trainer’ session with some experienced, professional Sales Managers the other day. The session I ran is designed to equip these managers to run mini sales training modules of as part of our sales fitness programs. Many manages are not trained facilitators and so we make sure we give them the information they need to set up an effective learning environment. All was going well until we came across the content entitled “Creating the right learning environment” which is a practical guide about what you need to prepare and take into account when setting up your room environment.

I happened to mention (and wrongly assumed) that this was pretty straight forward and was familiar to most professional people and we could do a quick scan and move on. However, one of the Sales Managers informed us that this was not always the case as the previous sales manager, whom he had recently taken over from, used to run some of his sales meetings and one-on-one performance reviews at a restaurant chain known for its scantily clad, big breasted waitresses. And occasionally he decided to run these sessions at the local strip club as well. Needless to say the sales manager in question did not last very long in his role.

I had thought (and hoped) we had progressed somewhat as professional business people, but clearly some people are still stuck in the 70’s and 80’s where similar stories were more common place. I really didn’t think it happened today but clearly I was wrong. I would be interested to know if this still goes in some industries today (I hope not but may find that it happens more than I had expected).

So rather than assume everyone knows how to set up the right environment I thought it might be prudent to remind us all of the key things we need to consider when setting up:

• A training session
• A coaching session
• A performance review
• A sales meeting

For learning, feedback or a meeting to take place effectively you need to create a comfortable and safe environment. For this to occur you need to plan and arrange the environment and resources you will need for your session or meeting.

Whether you are training or coaching on-the-job or in a training room, giving feedback or holding a meeting, there are a number of things you should consider before you start (most, if not all, will be relevant):

• How many participants will be involved?
• Is the size of the location adequate?
• Is the location available?
• How will tables and chairs be arranged?
• Does the area have adequate lighting?
• Is the area quiet enough?
• Is the temperature comfortable? Is there adequate ventilation?
• Is the location accessible?
• Is the location private? (able to be closed to the outside world)
• Do you know where all the facilities are, for example, the toilets?
• Does the location have enough power points? Do you know where they are?
• Are training aids available?
• Are there any OH&S requirements you will need to consider?

As a sales manager, even if you are providing coaching advice to a salesperson in the car after a client meeting (which often happens) please consider the advice above. For instance having the radio on while giving feedback or giving very specific feedback on a difficult area for development while the person in question is driving is probably not a good idea.

The manager, coach or trainer who is committed to accelerating the learning process of their people must attend to creating an optimal learning or meeting environment which also includes it being safe on all levels.
Sincerely, your advocate for selling the right way.