Paolo Conte Company (ISpring Online)

The head of department of training and assessment of Paolo Conte Alexander Tulyaganov told how by means of iSpring in the companies started the system of the mixed training for heads of shops.

We wanted to make of directors of shops of strong managers

Business is a competition where the purpose of each entrepreneur — to be fixed at standings top. However whatever presented was the head, alone it will hardly work well. The future of the company depends on what "players" in team's line-up. Therefore we in Paolo Conte pay much attention to training of personnel.

In 2015 we decided to refuse the standard circuit — resident instruction "from below": instead of training sellers, began "forge" directors of own shops.

Task: train the strong manager who could develop shop, build in it a training system and independently pump over employees. Earlier many directors were only contractors and waited for orders on top — not the most correct behavior model.

What results we wanted to achieve:

increase the level of customer service in regional shops; expand base of regular customers; increase the number of additional sales. It was for this purpose necessary to develop the training program using which directors would develop continuously, on the job.

The mixed training became the ideal solution for our tasks

In a basis of the mixed training we put classroom trainings, and eLearning became important addition: we use it for correction of knowledge and for immersion in a subject.

The training program is expected three years. On start — in the first three months — the new head takes five electronic courses. It is a hardware for the seller and the manager:

Standards of work in the company: appearance, behavior, attitude towards clients, telephone communication, etiquette. Standards of service, technology of sales. Product "Materials science" rate. Here everything is collected about materials of which make footwear: their properties, features, advantages. Product "Building and Types of Footwear" rate. The detailed guide about collections of the company: advantage of each model with what to carry, etc. Rate on work with returns and claims.

After a probation period — a qualification examination. This electronic testing and a webinar with the estimated commission. At a webinar the director solves cases and has an interview. Task: understand as far as it is ready to the next stage.

Since the moment of taking office, the business coach is engaged with the director individually: remotely or internally. Can even arrive to the place and help "lift" just opened shop — everything depends on a situation.

The next stage — compulsory education at the central office in Moscow. There the program is separated into three levels:

The first level — basic. The basic level begins with a round table where directors have an opportunity to get acquainted and ask questions to heads of all departments of our company. Further directors pass classroom trainings: study to select personnel and to manage KPI shop and also receive basic set managerial competences.

A week later "pupil" goes home to put knowledge and skills into practice. He is supervised remotely by the business coach.

The second level — advanced. Directors study how to create the system of motivation and training in shop and it is correct to manage personnel. As a result they leave with ready plans of business process optimization in the shop. The trainer supports again, controls, adjusts.

The third level — expert. Directors study to build a command, to manage the conflicts.

What role in training at us is played by eLearning

For the business coach who is responsible for "pumping" of directors of shops, eLearning — one of the main tools in work.

Using distance learning the trainer can build an individual trajectory of development which conducts to main goals for the director: create solid team and to regularly implement the sales plan.

For reference use: from 12 to 15 heads are assigned to each trainer. Daily the trainer analyzes KPI of their shops. If there implement the sales plan — well if is not present — densely works with the director: jointly look for the reasons of low results, correct errors.

Than eLearning is profitable to the company:

Expanded a scope. Now we continuously train directors of all shops. Increased motivation of employees. The new format of complex training is pleasant to directors: it is possible to study at any time in any place — access to the knowledge base is not limited. Saved time. We can quickly solve problems of shop and continuously keep employee development. Why for eLearning we selected iSpring?

We carefully studied the Russian and foreign market of eLearning-tools. Simple criteria were the cornerstone of the choice:

mobility and ease of use; intuitive interface. iSpring was beaten out in favourites at once. Now with its help we provide all distance learning. We use a sheaf: editor of rates + SDO.

Integration of iSpring Suite with PowerPoint strongly simplifies work. It is possible to turn any presentation into an electronic rate literally for an hour. Such counter of the editor helps to win time significantly. iSpring can always be trusted. Rates look the same as in a print preview mode, and perfectly adapt under mobile devices.

Training takes place in iSpring Online. A system gives detailed statistics on each rate and the test. At once it is visible who fairly studied and who "thumbed through" material for show.

The interface of the editor and the system of distance learning is intuitive. It is very important. We in the state have no system administrator and developers. Tests and rates are imposed by business coaches, they load materials into SDO.

If the business coach needs to hold testing, a webinar or to appoint a rate, it easily does everything itself — access to a system is not limited.

One more great advantage of iSpring: responsible technical support. Always it is possible to ask children for the help and to quickly receive the working answer.

What results were achieved

In two years we managed to raise the professional grade of directors of shops, to considerably increase additional sales and base of regular customers. Now we sell not only a product, and three in one: brand, service and product.

From last year we also render consulting services to partners, and not only in fashion-retail. We tell how to start effective personnel training and to bring business to new level.