潘静:教育培训的再造与升级或将成为直销发展困境的“突破口”
2019-04-03
来源:直销专业网
编辑:Ayang
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教育培训是直销的灵魂!教育培训作为直销事业的基础工作,作为直销商的基本动作,在直销监管进入到深水区后必将迎来一定的整治和全面的升级,这也倒逼了直销企业的商学院、教育部门以及第三方服务机构开始反省给与直销商的教育培训是否安全、完整和系统,并第一时间对教育培训规划进行重塑再造。只有把教育培训这个直销行业的引擎、助推器、凝聚剂做好了,才能实现弯道超车。在“百日行动”即将结束之际,海畴教育在北京举行了一场中国直销行业《2019生存之道与发展之路》的公开课,与学员们共同探讨现阶段中国直销行业未来发展方向以及解决方法、新形势下直销教育培训体系如何再造?等议题和实践方法论,开启了行业的思想盛宴。

思想碰撞出的火花启示我们在教育培训的重塑再造过程中该做什么,首先要确定直销教育培训的终极目标,其次是从“经销商培训管理系统”“课程设计系统”“教学组织形式”等全面进行再造。

教育培训 业绩提升是一时

素质培养是一世

直销为什么要搞教育?教育的目的是什么?直销的本质就是一种教育,通过教育来影响人,通过教育来改变人的思想和观念以及行为。直销的教育是素质教育,素质教育可以提高一个人的文化修养、思想道德、品行表现,以及对社会上各类新生事物的理解及认知能力,从而在这当中捕捉到机会。

做得成功的直销企业和系统大多在持续、有计划地开展素质教育,这是他们在多年市场实践活动中达成的共识,但很多企业、系统违背了素质教育的宗旨。在很多公司中,教育的唯一目的就是业绩要求,存在炒作、投机心理,公司和经销商们普遍关心的就是“利益”。然而,这种短期的经营和教育思想,大大挫伤了广大直销人的积极性。

直销新浪潮扑面而来,直销教育更应该不断植入永续经营理念、重视素质教育、关注经销商的品行表现,公司应该信守承诺,讲求信誉,从而产生巨大的生产力,创造稳定业绩。

经销商培训管理系统再造

将解锁发展密码

在“百日行动”通知的任务分工中,将重点严查违规直销行为和传销行为。直销员的直销活动与直销企业、系统的教育培训导向有很大联系。所以经销商培训管理系统将成为每个企业整改的第一重点。从“百日行动”的通知中的第一、四、六、八、九、十条综合来看,直销行业的教育培训将从教育理念、培训课程、培训形式、职业技能培训等多个层面产生影响。

在教育理念上,此前在做直销教育培训的过程中,很多直销团队领导人、讲师一直高喊“要达到百万业绩、要一年买奔驰宝马”的口号。首先,这样的培训有传销之嫌、虚假之意,极容易让人反感;其次,虽具有一定激励作用,但没有实际“使用”价值。因此,在“百日行动”后,直销教育培训理念将更加注重素质教育、技能教育与价值收获。

在培训课程(内容)上,直销培训的核心是复制,在做直销教育培训的过程中,特别是直销产品的培训会上,由于销售人员过度对产品进行渲染,时有发生夸大或虚假宣传的行为,导致直销员、经销商也对此进行复制效仿,导致保健品成了“神药”。因此,在“百日行动”后,直销教育培训课程从内容上讲更加注重系统性、实用性、安全性,只有做到培训课程(内容)的滴水不漏,才能成功控制甚至规避风险。

在培训形式上,线上培训逐渐成为培训主流,线下培训调整为小型家庭聚会培训(30—50人)或者“工作室”培训。企业、系统更多以论坛、研讨会培训形式出现在社会公众面前。  

此外,“百日行动”之后,直销企业、系统将更加注重直销员、经销商健康领域专业知识的培训,短期培训调整为长期培训。甚至大部分基层经销商要“持证上岗”,比如考取人力资源和社保保障部相应的专业从业资格证书:健康管理师、营养师、美容师等。

定制化教育培训

让经销商实现武装到牙齿的升级

在直销事业中,培训是一项非常重要的基础性工作,无论是直销商还是直销公司,培训是其获得成功的重要保证。新加入的直销商,无论他以前是什么人,有过何种经历,从事过什么工作,只要有志于从事直销业,就必须无条件地接受培训。培训,贯穿直销事业的始终,作为企业商学院、教育部门负责人,对培训计划的规划、实施、管理的质量决定着直销商成长的高度,也决定直销企业发展是否稳健。

在课程设计上,海畴教育也对企业、系统的内训课程进行了全面升级,首席架构师周原老师设计了一套完整的成功之路,包括直销人从进入行业的一枚“小白”进阶到一名合格的“系统领袖”所遇到的各种业务问题,即从B角色→小A→A→大A→领袖的成长路径,成为直销商个人成长的必由之路。这五个角色对应五种成长路径,五个核心能力,“过五关”以及相应的培训支持、培训重点等。经过市场检验,这是一套行之有效、实战而落地的完善的课程体系,我们也希望能给到企业及系统以参考。同时,每位从业人员都应该有“法商思维”和“合规思维”,在实施培训中增加《直销管理条例》《禁止传销条例》的学习。尤其是现如今个税严管时代来临,直销行业从业人员对于税法的学习也尤为重要。为此,海畴教育为提升个人的税务战略思维,让财富经受住法律和税务的检验,专门请到资深税务专家、用友研究院院长杨锴院长针对直销行业高收入人群研发了《直销行业高收入人群税商提升与事业管理研修班》课程,希望能真正的帮到直销从业人员。

甚至直销企业、系统企划部门,可以增加对《广告法》《价格法》《反不正当竞争法》的学习,以更好地引导市场。

职业培训帮助直销人

迅速打造个人IP

“百日行动”提出,将对保健食品中非法添加非食用物质及宣传治疗作用的行为重点整治,这表明今后直销商在进行产品推销时,将受到更加严格的监督,这也进一步表明未来对保健品销售人员的专业性要求将更加严格。

另外,从近几年规范运作直销的企业的行为来看,职业化培训为企业的市场发展避免了许多潜在风险。直销商拥有专业、系统的健康管理知识,首先对消费者而言是一种保障,消费者面对的不在单纯的产品销售员,而是一个专业的产品服务人员;

其次,对直销商而言,增加与消费者健康知识沟通的谈资,也减少了在日常直销活动时出现的失误操作。

最后,随着近几年微商、社交电商、新零售等模式的兴起,打造个人IP已经成为潮流,一个拥有强大个人IP的直销人,不仅仅可以快速裂变团队,还能利于事业发展。因此,在打造个人IP时,找准自己职业定位、强化职业个性标签、坚持职业内容输出便尤为重要。因此,在直销企业中职业培训势在必行。

早在2017年,海畴教育就联合中华中医药学会、商务部培训中心、人社部等发证机构,大力推广有利于直销行业从人员专业度的资格认证培训,比如健康管理师、美容师、营养师等,希望用专业武装销售人员,更好的服务市场,而不是一味的夸大宣传销售产品。

如果我们回顾一下直销教育的发展历史,我们会看到直销教育的发展脉络,并做出基于上述理念的相应判断。直销企业也不妨比照自身,冷静思考,毕竟只有不断接近教育山洞的出口,才能更接近醍醐灌顶的阳光。



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