Over the years I have heard executives, managers, and supervisors lament that they do not have time to conduct training. They complain that their employees are too busy to take part in training.  Having been a manager myself, I know firsthand the pressures that leaders feel to "get the job done".  But I also know that if you want to stay ahead of the competition, it's important that you make time for professional and personal development. 

I'll bet you're thinking, "Sure, that's easy for you to say.  You're in the training business."  Well in fact, it's even harder for an outsider, such as myself to make the case for training.  But make it I do, each and every day.  Here are some tips you can use when you are communicating the need for training in your department or organization.

First, make your case with empathy.  Remember that supervisors feel over-worked and under supported.  Ask questions in order to determine how to best meet their needs.  Offer solutions that can be observed in employee behavior.  For example, "I realize that things are extremely busy right now.  What if we hold 1-hour sessions over a 4 week period?  In between each session, your team can practice their new skills.  After the last class we should see marked improvement in their performance."

Next, try not to take yourself too seriously.  Anyone will tell you that when it comes to adult learning, very few can match my passion.  However, I've had to learn to temper my enthusiasm at times, especially when trying to make my case for training.  I've had to learn to listen as much as I speak.  I've had to abandon the Toni is the center of the universe theory.  In doing so, I've become much more effective as a consultant.  My passion and enthusiasm emerge during the workshop when it counts. When you embark in the nothing is as important as training battle, you will lose everytime.

Lastly, make sure you know the business as well as your business.  It's important to be knowledgable about the trends and tendencies of your organization's business.  You should regulary read your organization's trade journals as well as the ASTD Training and Development Journal.  When you're in a staff meeting listen attentively to the issues that other leaders bring up.  This will help you develop effective strategies to improve employee performance.

In closing, take Dale Carnegie's advice.  "If you want to collect honey, don't kick over the beehive."  In his book, How to Win Friends and Influence People", his principles include:  Become genuinely interested in other people, Encourage others to talk about themselves, and Make the other person feel important--and do it sincerely.  Good advice, isn't it?  It's served me well for over 10 years ago and it's my pleasure to pass it along to you.  Happy New Year!!