Pre-work can be a critical component of a training program when done well. There are a few key things to ensure its successful use in the classroom:
- Internal communication to all participants as to what the pre-work is and how it will be used in class. It is also important to give participants sufficient time to complete the pre-work—at least a week would be ideal.
- Having managers check in with participants prior to the training session to ensure the pre-work was completed and to answer any questions about the pre-work or the program.
- Ensuring the agenda for the training day incorporates the pre-work into critical components of the program. History shows that not using pre-work in prior training sessions is the leading cause of why participants don’t fill it out in the first place.
- Since a lot of pre-work asks participants to focus on one of their own, real sales situations, it is important to ensure that the completed pre-work reflects that and not situations that are either already done or made up for practice purposes.
- Having managers follow up with the participants after the training has been completed. This not only shows interest in the participants’ experience, but can provide a developmental opportunity for the manager to coach the participant and help him/her implement the action plan that derived from completing the pre-work in the first place.
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