training vision - implementation

8/7/2019 Training Vision - Implementation

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TRAINING VISIONTRAINING VISION

ImplementationCase Study Delhi DTR

March 2009


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Content

1. ISP Performance Mapping

2. ISP Interview Mapping

3. Route Trainer Evaluation

4. Route Training Activity

5. ISP Voice Report

6. ISP Training Feedback


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ISP Performance Mapping


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Objective

To understand the current performance levels

Benchmark ISP performance

To Identify high potential ISPs

Identify the weak links in the system

Give feedback to immediate supervisors on

preparing improvement plans for each ISPs


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Methodology

Data analyzed of last 4 months performance

Face to face interview conducted

ISP Performance Calculator used


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ISP Performance CalculatorPERFORMANCECALCULATOR

Parameter MaxScore

Weightage

Total Weight ISPScore

ActualScor

eGrooming 10 10 100 7 70Communication 10 20 200 6 120ProductKnowledge

10 30 300 6 180

Past Performance 10 40 400 6 240

100 1000 25 610 Percent

age61

Grade

Description Scale

A High Performers 80% to100%

B+ Potential Performer 70% to 80%B Average

Performers

60% to 70%

C Red Fla s to be Below 60%


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RESULTS-ISP PERFORMANCEMAPPING

GRADE SCORE

A 1

B+ 9B 34

C 12

TOTAL 56


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RESULTS-ISP PERFORMANCEMAPPING


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ISP Mapping-Leadership

9 ISP B+Rating

34 ISP BRating

1 ISP A Rating 12 ISP C Rating

Directive Behavior

Supportiv

eBe

havior

D1D2D3D4

Development Stage

S1

S2S3

S4


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Conclusion

Majority falls in B category for which adevelopment plan has to be made withSales Executive

ISPs at S4 & S3 Quadrant can be given

more responsibility

12 ISPs (Red Flags)either they are to be

replaced or rigorous Training is required

1 ISP at S4 Quadrant can be given higherresponsibility


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Route Trainer Evaluation


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Objective

Understand the strength and weakness of each

Trainer

Give feedback to Route Trainers

Prepare development plan for Route Trainers

Deliver Best in Class Training for ISPs


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Route Trainer Evaluation


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Route Training Activity


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Objective

To measure Outlet Performance

To identify areas of strength & weakness

Develop ISPs for Outlet Management role

To achieve better sales through focussed approach in Outlets

To improve and maintain Fly Brand image in the outlet


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Sno.

RetailerAddress

ISP Mobileno.

P G D M MOMM %

1Tele service naveed 9811166644

2 2 2 2 8 12 66.67

2Shree telecomm

Adil 9953210115

2 2 3 2 9 12 75.00

3Narayan. Deepak 9718648287

1 2 2 1 6 12 50.00

4Mobile palnetKanika 98111767

55

2 2 2 2 8 12 66.6

75Bala Ji Ratnish 99991404

402 2 2 1 7 12 58.3

3

Route Training-GautamSunariya


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Conclusion

Narayan Outlet needs improvement inMerchandising & ISP needs Product Training

Balaji Outlet needs improvement in

merchandising

Adil is doing best

4 outlets are at average performance


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Route Training-Virat Jain

Sno.

RetailerAddress

ISP Mobileno.

P G D M MO

MM

%

1 Manpreet

tele

Riyaz 9999897

512

2 2 2 1 7 12 58.

32 Seema Tele

ComDal

Chand9211887

5862 2 2 2 8 12 66.

7

3 Suri Watch Manish 9871623

983

2 2 3 1 8 12 66.

74 Lee Proxy Simi 9999668

0661 1 2 1 5 12 41.

7

5 Honey Amit 9871989093

2 1 3 2 8 12 66.7


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Conclusion

Manpreet, Suree, Lee needs improvement in

merchandising

Two Outlets need grooming session

Most outlets are at average rating


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ROUTE TRAINING GautamAnand


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Sno.

Retailer Address ISP Mobile no. PGDMMO MM %

1 Bindra Electronics, 2353, RajGuru Road, Paharganj, Delhi

GAURAVVERMA

9910924101

3 232 10

12

83.33

2 Bindra Communications, 3,Kalibari Marg, Near GolDakkhana

SATINDERPAL SINGH 9911161706 2 211 6 12 50.00

3 N.S. Telecom, SHOP NO. 4,GALI NO.-8, MODEL TOWN-III,

DELHI

POONAMBANSAL

9958538381

3 222 9 12

75.00

4 DASHMESH TELECOM, 2527,HUDSON LANE, GTB NAGAR

SANDEEPCHAUHAN

9958578713

3 232 10

12

83.33

5 CREDO CELL SERVICES,313/32, INDERLOK

ANUJKUMAR

9899516453

2 232 9 12

75.00


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Conclusion

One outlet Bindra Communication needsImprovement in DSR filling and Merchandising

Merchandising and Grooming on most outlets is

average


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New ISP Interview

Face to Interview was taken

Interview Analysis calculator used

Grading of Interviewees done


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Instrument-ISP Interview

INTERVIEWCALCULATOR

Parameter MaxScore

WeightageTotalWeight

ISP Score ActualScore

Grooming 10 10 100 7 70

Communication 10 30 300 6 180

ProductKnowledge

10 30 300 7 210

Attitude 10 30 300 7 210

100 1000 27 670

Percentage 67

A ExcellentA Good 80% to 100%B+ Profile FitB+ Above

Average70% to 80%

B Can beConsidered

B Average 60% to 70%

C Rejected C Red Flag Below 60%


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ISP Interview - Results

GRADE Candidates

A 0

B+ 8B 16

C 28

Total 52


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ISP Voice Report


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ISP Voice ReportISP voice report is an Internal survey which will show the

motivation level and support given to the ISP

How do you rate our Service support System ?

How do you rate the support given by Sales Executives ?

How Motivated you are to work with Fly ?

How do you rate the quality of our handsets?

How do you rate your communication with the organization?

Does your salary reach on time ?

Report with Graphical representation and Summary Sheet

Description

Achieve SalesTarget

Promote theBrand

Merchandising

Daily SalesReport

Retailer

Relationship


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Methodology

Questionnaire based Instrument was used with a rating scale of 5 to 1

Total of six questions were asked from areas of motivation,

organizational communication, Motivation, Supervisory support,

Service support

Wherein ISPs were explained the questions by National Training Manager

They were explained the objective of filling this report

same instrument will be used after 2 months to check the quality sco


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Objective

To understand the motivation level of ISPs

To understand the quality level of support function given to ISPs

Get an insight on ISPs perception about the organization

To understand the strength areas

Identify the areas of improvement


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ResultsResults

Training Date 25th March 20

Location DelhiDepartment - DTRTotal respondent - 61


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ResultsS no.Question Scores

1. How do you rate our servicesupport system?

60%

2. How will you rate the

support given by SalesExecutives?

99 %

3. How do you rate your levelof motivation to work withFLY

92%

4. How do you rate the qualityof our Handsets?

88.5%

5. How do you rate yourcommunication withOrganization?

72%

6. Do you get your salary ontime? 80%


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Key Highlights ISP Views &Perception

SERVICE SUPPORT 60%

SALES EXECUTIVE SUPPORT 99%

MOTIVATION TO WORK IN FLY 92%

FLY HANDSET QUALITY 88%

SP COMMUNICATION WITH ORGANIZATION 72%

SALARY ON TIME 88%


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ISP Voice Graphical Report


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ISP Voice Graphical Report


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TRAINING FEEDBACK

REPORT


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Objective

To get Trainees reaction on Learning inputs

To understand how useful was the session

To analyze Trainers ability to Train participants

Understand the motivational level of Trainees

To measure the effectiveness of Training


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Instrument-Training Feedback Form

How do you rate the overall Training

Is the Training relevant to your job

Is the time given for Training sufficient

How do you rate Trainers knowledge

Did the Trainer involve you in training

How do you rate your learning in the Training

5 4 3 2 1

Rating Scale

5 Excellent, 4-Good, 3-Average, 2-Below Average, 1- Poor

Tick the appropriate Box

Description

Achieve SalesTarget

Promote theBrand

Merchandising

Daily SalesReport

RetailerRelationship


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ResultsResults

Training Date 25th March 20

Location DelhiDepartment - DTRTotal respondent - 61

T i i F db k


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Training FeedbackResults

Sno.

Question Scores

1. How Do you rate theoverall Training?

91%

2. Is the Training Relevantto your Job?

93%

3. Is the time given forTraining sufficient?

89%

4. How do you rate Trainersknowledge?

97%

5. Did the Trainer involveyou in Training?

93%

6. How do you rate yourlearning in Training?

91%


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Training Feedback GraphicalReport

i i db k hi l


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Training Feedback GraphicalReport

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