RESEARCH PAPER FINAL DRAFT HRDV 5610
Designing an Active Training Sales Program for Wellbridge Clubs Sales Staff
Dawnita Blackmon-Mosely
Tiaunna Connelly
Elizabeth Davis
Jesus Elias
Jaimi Faux
Michael Morris
Rodney Ulibarri
Webster University
Abstract
The purpose of this project was to develop a training program for Wellbridge Clubs that focused on teaching sales staff to sell personal training (PT) packages to members, in order to increase Wellbridge sales. The training agenda was designed based on Silberman’s (2006) Active Training, in order to engage the participants in their learning process. The use of immediate learning exercises is intended to draw the participants into the process of guided note taking during the brain-friendly lectures. Through headlines and graphical associations, organized information is presented that is more easily retained. Role-playing scenarios solidify newly acquired information, and action planning provides an opportunity to prepare the participants for on-the-job application. These techniques were chosen because they provide the best option for active involvement of the participants, and thus, their attainment and retention of skill.
Keywords: Wellbridge, personal training, active training, human capital
Designing an Active Training Sales Program for Wellbridge Clubs Sales Staff
Wellbridge Clubs is a fitness management company that was founded in 1983 in Denver, Colorado (Wellbridge Clubs, 2014). Through the operation of 19 athletic clubs nationwide, Wellbridge has established a vision that is focused on building positive relationships with members (Wellbridge Clubs, 2014). “All associates’ daily behaviors, whether serving members or educating themselves toward improved business practices, are guided by this Vision and Wellbridge’s Core Values to have a daily mission of improving lives through fitness, wellness, sports and fun” (Wellbridge Clubs, About Wellbridge, 2014, p.1). Given their vision of improving business practices,
Dawnita Blackmon-Mosely
Tiaunna Connelly
Elizabeth Davis
Jesus Elias
Jaimi Faux
Michael Morris
Rodney Ulibarri
Webster University
Abstract
The purpose of this project was to develop a training program for Wellbridge Clubs that focused on teaching sales staff to sell personal training (PT) packages to members, in order to increase Wellbridge sales. The training agenda was designed based on Silberman’s (2006) Active Training, in order to engage the participants in their learning process. The use of immediate learning exercises is intended to draw the participants into the process of guided note taking during the brain-friendly lectures. Through headlines and graphical associations, organized information is presented that is more easily retained. Role-playing scenarios solidify newly acquired information, and action planning provides an opportunity to prepare the participants for on-the-job application. These techniques were chosen because they provide the best option for active involvement of the participants, and thus, their attainment and retention of skill.
Keywords: Wellbridge, personal training, active training, human capital
Designing an Active Training Sales Program for Wellbridge Clubs Sales Staff
Wellbridge Clubs is a fitness management company that was founded in 1983 in Denver, Colorado (Wellbridge Clubs, 2014). Through the operation of 19 athletic clubs nationwide, Wellbridge has established a vision that is focused on building positive relationships with members (Wellbridge Clubs, 2014). “All associates’ daily behaviors, whether serving members or educating themselves toward improved business practices, are guided by this Vision and Wellbridge’s Core Values to have a daily mission of improving lives through fitness, wellness, sports and fun” (Wellbridge Clubs, About Wellbridge, 2014, p.1). Given their vision of improving business practices,
References: Andragogy. (n.d.). Retrieved December 9, 2014 from Wikipedia: http://en.wikipedia.org/wiki/Andragogy Divyaranjani, R., and Rajasekar, D. (2014). Training and development practices in an organization: To enhance organizational effectiveness Engineering Research, 9(12), 1415-1432. Retrieved from http://www.ripublication.com/ijaer_spl/ijaerv9n12_02.pdf Duerden, M., and Witt, P. (2012). Assessing program implementation: What it is, why it’s Important, and how to do it Rose, J. (2014). Eleven Advantages of Investing in a Personal Trainer. Webster University Instructor and Personal Trainer, Del Norte Sports & Wellness. Siengthai, S., Boonkrob, D., and Siengthai, M Silberman, M. (2006). Active Training: A Handbook of Techniques, Designs, Case Examples, and Tips (3rd ed.) The Learning Management Corporation. Developing clear learning outcomes and objectives. [Online Handout] Retrieved December 5, 2014 from: http://thelearningmanager.com. Training needs analysis [Def. 1]. (2014). Business Dictionary online. Retrieved from http://www.businessdictionary.com/definition/training-needs-analysis.html Wellbridge Clubs. (2014). About Wellbridge. Retrieved from https://www.wellbridge.com/about-wellbridge Young Sun, S., and Nam Choi, J. (2014). Do organizations spend wisely on employees? Effects of training and development investments on learning and innovation in