There is not a shortage of sales training and sales tools available today.  Each tool and training method has a unique set of differentiators that make it slightly different from the competition.  Regardless of the training that sales people receive, almost all products are unique enough that salespeople need to adjust and change during the sales cycle to meet the specific requirements and challenges faced.

Sales had become even more complicated as consumers become more tech savvy.  It doesn’t matter if the purchase is for personal or business use, consumers have access to more information than they did just 5 years ago.

We recently read an interesting article about some interesting strategies that might help you as you continue your sales journey.  The main points of the article are included below.

  1. Your #1 Competitor is your own prospect
  2. Prospects “think” they know exactly what they need
  3. “Commercial insight” is required to compete in today’s business world.
  4. Top Sellers proactively coach prospects through the purchase.

So what does this mean for you?  It means that as a salesperson you always need to be aware and adapt to the changing dynamics of your specific sales cycle.  It also means that you need to continually find new ways to develop and learn.  If you aren’t continually striving to be better, then you are just allowing your competition to catch up and pass you.

If you are looking for training and development opportunities, be sure to check out of intRAtrain library.  We have over 3,000 courses, simulations, and short videos designed to help you become a better YOU!

Onboarding a new employee is often the most overlooked part of the hiring process, yet one of the most critical aspects.  It is important that new employees are informed and trained about all aspects of the organization that are critical to them being able to complete their job successfully and safely.

New employees are not the only people who are often forgotten or left unprepared for their role.  What about “temp employees” that often fill some of the most difficult to fill roles?  Who ensures that they are informed and properly trained? What protections are in place to make sure they are not injured on the job?  Often the “temp agency” provides the basic safety training necessary, but who ensures that the location specific training is completed?

We recently read an interesting article that compares the use of temp workers in many countries including the United States.  Some of the details are shocking.

One way to make sure that no one is left behind is to ensure your organization has developed an employee onboarding process that makes sure no detail is missed.  Additionally, an employee Learning Management System (LMS) that includes temporary employees can manage the training curriculum, delivery, testing and reporting critical to the safety and health of all workers whether they be full-time, part-time, or temp.

March 12th, 2014

What is your safety perception?

No Comments, Safety, by admin.

How is safety perceived at your organization?  We recently read an interesting article about the different perception of safety depending on the role of the person.

Read more of the article here.

Wouldn’t it great if all parts of the organization had the same view of safety.  Is there an easy way to accomplish this?  No, but the implementation of safety programs that provide a complete approach to safety can make the process easier.  A sample safety program could include:

  1. Develop Safety goals- Create a target goal(s) for safety.  Reduce loss time claims, improve certification results, etc.
  2. Safety Training-  Training provides the basic knowledge of the issues and makes employees more risk aware
  3. Safety Behavior Observations- Behavior observations help engage the employee into the process and provide a level of ownership in the safety process
  4. Safety hazard inspections and audits- Completion of audits and inspections helps ensure the knowledge and skills related to safety are being used and that the environment encourages safe behavior
  5. Verification- Analysis of the observations, audits, and inspections to measure results and quantify the potential issues and concerns
  6. Feedback- “Toolbox” talks with employees about the results increase knowledge and awareness of concerns
  7. Reward- Providing an incentive for employees being proactive in completing safety training, safety responsibilities, demonstrating safe work behaviors,  remaining safe, and meeting corporate safety program goals.

Each safety program will differ based on the organization, but regardless it is important that all parties in the organization feel a connection to building a company-wide safety culture of excellence.

intRAtrain™ and inspectiTRAC™ by Russell Associates can help with many aspects of the safety program.  Contact us if you have any questions.

Behavior-based safety is not a new concept but finding new ways to implement the concept is always evolving.  Behavior-based safety can be as simple as giving a small gesture of appreciation when a safe behavior is observed to very complex and detailed plans managed by a team of employees.  One type of behavior-based safety is the behavior observation.   The general rational behind observing behaviors is to observe the employee, analyze the work practices, provide feedback about the observation and have all parties learn from what has been observed.

We recently came across an article in which behavior observations could have assisted in helping prevent unsafe and highly costly behaviors from occurring.  In this case the plant was fined $147,000 for a variety of OSHA violations.

Russell Associates is working with a client to help them automate and streamline their behavior-based observation program.  Our client was completing behavior based observations monthly using paper cards, but was faced with the reality of having to manually enter the observation data into a spreadsheet.  As a result corrective-actions were often delayed because the data was not available until a month after the observations were completed.  After implementing and using inspectiTRAC, the customer is able to manage the process, develop trend reports, analyze zone safety concerns, and implement corrective actions more efficiently and effectively.  The program is saving our client over 25 hours per month that can now be spent on our tasks within the organization.

Read more about our client here.

 

 

Receiving an OSHA safety violations is no fun regardless of when they happen.  OSHA has released it top 10 most frequently cited violations of 2013.   Some of these violations occurred over 8,000 times in 2013 or over 20 times a day.

Ensuring your employees are safe on the job and return home to their families  each day is of great importance.  One way to make sure this happens is to properly train your employees so they are prepared for any safety-related hazard they face on the job.  If you are looking for a new safety training, visit our website.  We would love to help your company not be part of the Top Ten of 2014.

Jerry Van Oort, CEO of intRAtrain™ and inspectiTRAC™ by Russell Associates is preparing to present as part of a panel discussion at the upcoming Baking Tech 2014 event sponsored by the American Society of Baking. The event will be held March 2-4, 2014 in Chicago, IL. Van Oort will be part of a panel group presenting issues related to Inspections/Regulations. His portion of the panel presentation will focus on “The Future of Quality Inspections in the Food Industry is a Mobile Solution”.

The session will focus on how the competitive business environment in the food industry and all industries acts as a driver for organizations to seek methods they can use to improve the performance of the organization while reducing respective costs. Companies have found that the ability to automate internal audits, inspections and observations has resulted in reduced time requirements compared to paper-based inspections while still providing accurate and complete data. Additionally, it has been found that the automation of inspections and audits improves the timeliness of data availability resulting in faster turnaround time to resolve critical compliance concerns.

inspectiTRAC™, which is available by Russell Associates, is one possible mobile solution available for automating the inspection and audit process. inspectiTRAC™ provides companies with the tools needed to reduce costs associated with inspections, audits, and observations. This software, designed for client customization in a wide range of businesses and industries, reduces employee inspection data collection and transfer time while increasing data accuracy. The tablet-based software is designed to make the inspection and auditing process trouble-free by integrating the inspection/audit criteria and location visuals directly into the program design, thus reduces the time needed to complete inspections while also reducing errors in data entry. The system links seamlessly with inspectiTRAC™ Manager, a cloud-based management tool for reporting, alerting, and scheduling audits and inspections; and inspectiTRAC™ Administrator, a platform for creating and editing the maps and inspection criteria used by the inspectiTRAC™ data collector program.

Van Oort comments, “Automating the inspection and audit process results in major time savings for companies. I don’t think most organizations understand how much time is required to complete their regular audits, inspections and observations until they more closely examine their processes. It is very rewarding for me to help companies take the first step to saving thousands by simplifying and automating a normally very time consuming process.”

Registration for Baking Tech 2014 is still available. In addition to Van Oort’s session, many other informative sessions will be presented. For more information about Baking Tech 2014, visit the American Society of Baking’s conference website at http://www.asbe.org.

We will be exhibiting at the upcoming professional development conference of the Northwest Chapter of ASSE on February 11, 2014.  The conference will be held at the Marriott Minneapolis North in Brooklyn Park, MN.  Be sure to stop by and visit us in booth #31.  There is still plenty of time to register at http://northwest.asse.org/event/?ee=64

 

 

Every 10 seconds someone in the United States turns 65. As the baby boomer generation continues to retire and leave the workforce, talent acquisition will continue to be a major concern for companies big and small.

In 2012, the Society for Human Resource Management (SHRM) and AARP conducted a joint survey focusing on organizations’ strategic workforce planning. The survey found that an increasing percentage of organizations are aware of “a potential shortage of younger workers with the requisite skills needed to replace older workers who are retiring.”

What does this mean for your organization? One very real possibility is a knowledge loss or “brain drain” as these older workers retire, taking their experience and skills with them. Without careful planning of how to retain this knowledge, the task of equipping new employees can be overwhelming.

The above-mentioned survey found that although 72% of HR professionals described loss of talent due to older workers retiring/leaving the organization as a “problem” or “potential problem”, only 5% had implemented specific policies to deal with it.

So what can you do about this? Develop and implement plans to ensure your organization is acquiring and retaining your top talent. This may sound simple enough, but how does an organization go about doing this successfully?

intRAtrain™ by Russell Associates has developed an informative whitepaper titled “Acquiring Talent in the 21st Century”. It delves deeper into many of the issues that are affecting employee acquisition today. Sign up for the whitepaper by visiting: http://www.intratrain.com/LandingPages/Talent.html

Recently we found a current employee skills gap survey conducted be LMA Consulting Group and the Inland Empire Chapter of APICS.  The  published Skills Gap Survey is both insightful and enlightening. It validates what most owners and managers know to be true about the skill gaps of employees when hired, and the absence of qualified skilled employees to fill open positions.

You will notice the second and third highest rated skill gap needs are communication and presentation and management and leadership in that order.

The report also states:  Although traditionally, manufacturers and distributors have been focused on professional and technical skills, soft skills have gained in criticality. Having employees with the technical skills is no longer enough; to compete in today’s new normal business environment, collaboration is a must.  An emerging trend towards professional training and development programs (typically including certification) occurs as executives are faced with bridging skills gap with limited time and internal resources.

Read more of the skills gap study by clicking here.

Our intRAtrainTM Blended Learning Solutions is an highly effective and efficient approach to filling the skill gaps of new and existing employees.   In a recent interview with Gary Gardner, former Vice-President of Human Resources at a global coating company, intRAtrain™ learned how leaders impact business performance. Gardner commented that when leaders are properly trained you see an improvement in team performance, greater productivity, good communication, and all employees being treated with dignity and respect. When supervisors are not trained properly as leaders there is often team conflict, poor results, and differing treatment of team members by the supervisor. As a result key performance metrics such as safety, productivity, quality, and turnover are impacted.

So when asked what this all means Gardner stated, “One of the things I see with good supervisors is that they understand the basic concept is ‘You get what you measure’ and if you are measuring productivity, safety, quality, turnover or issues like employee satisfaction you are going to see improvement in those numbers. A good supervisor who is working hard on those areas and tracking those results will see a dramatic improvement in those areas which is overall best for the company.”

The good news is that leadership is a skill that can be learned with time and effort. intRAtrain™ has developed intRAtrain™ Blended Learning Solutions which incorporates a 6 step process of: 1) pre- assessment to establish the current level of knowledge and understanding; 2) performance contracting that sets desired behavior change; 3) eLearning that maximizes knowledge transfer; 4) live learning that optimizes skill development; 5) post-knowledge assessment to ensure participants learned the critical and need-to-know information; and 6) reinforcement/virtual coaching that ensures ongoing focus and extends the behavior and performance change process.

“Leaders are the backbone of organizations. intRAtrain™ BLS offers companies a unique approach to help them develop leaders and employees. It allows employees to achieve more and faster while focusing on key business principles that make companies stronger and improve the key performance metrics of the organization. Our ability to take the learner from start to finish with our unique performance breakthrough model is exciting. Not all systems ensure that the skills learned are reinforced with coaching. The system is truly a complete package,” states Jerry Van Oort, CEO of Russell Associates.

When founded in 1980, Russell Associates solely developed custom training for business and industry. Over the next 33 years, the company expanded its expertise of training systems to include elearning, blended learning and learning management systems which allow companies to assign, deliver, document and record training.

In 2011 the company developed inspectiTRAC™, a data collection and management system that mobilizes the collection, management and storage of regulatory data which provides clients nation-wide with an 80% reduction in employee labor to complete inspections, audits and observations.

With the success of inspectiTRAC™ and presence in a new industry segment, Russell Associates found itself with a unique challenge.

“It came down to product identity and the ease of understanding all of the products we offer our target market,” said Jerry Van Oort, President and CEO of Russell Associates. “Training systems and training development is the cornerstone of our company. After inspectiTRAC™ ‘s success and recognition as its own brand it only made sense to develop a separate yet complementary brand for our training systems; that is where the intRAtrain™ brand came from The intRAtrain™ name was developed to stand for interactive Russell Associates training.”

The intRAtrain™ brand will include the following products and services:

  •     intRAtrain™ Learning Management System
  •     intRAtrain™ Custom
  •     intRAtrain™ Blended Learning
  •     intRAtrain™ Safety
  •     intRAtrain™ Food Safety
  •     intRAtrain™ Library

Accompanying the new intRAtrain™ brand is a new logo. The new logo features a partial circle which depicts several concepts, including tree rings to represent growth and digital “bits” to represent technology. The broken circle is completed with the intRAtrain name. The “RA” is highlighted in blue bold capital letters as a symbolic gesture back to the roots of company, Russell Associates.

The company’s mission of helping companies grow people and improve processes is reflected in the logo.

“The logo is very technical in nature. The missing pieces and segmentation of the circular flow is representative of companies missing a critical component of their business needs. Our mission as a company is to analyze potential training, development and inspection-related gaps and needs for companies and develop solutions. We want to be the company that fills the gaps. I am thrilled we include our roots in the logo with the “RA” completing the logo. We can’t succeed in the future without remembering where we have been,” commented Van Oort.

For more information about intRAtrain™ and inspectiTRAC™ products visit their websites at http://www.intRAtrain.com and http://www.inspectiTRAC.com.