When Morrison Supply was creating its Branch Manager Training agenda, it looked to inject some relevant industry content. The event, which took place in Carrollton, TX this past January, focused on Financials, Operations, and Leadership concepts. Morrison President Stan Allen described it this way, “We like to invest in our people and develop them. At our event this year, the managers really loved the whole P&L side of things, and understanding the impact of discounts. But it was really the HR content that people are the most uncomfortable with and human nature is to avoid confrontation.”
So, the ASA-U Advisory team put together a presentation and activity for the Branch Managers to use on-the-job behavioral assessments as a way to teach the managers how they can hold people accountable to the role expectations. The documents were customized to Morrison and the managers watched videos of a Counter Sales person interacting with a plumber. They used the assessment forms to practice identifying the good and not-so-good behaviors from the Counter Sales person.
Allen continued, “ASA offers a great curriculum and to try and reinvent it ourselves would be crazy. Bringing in someone with Doug’s caliber really helped. In particular, the quantifiable measurement of the Counter Sales behaviors really helped our managers see how it could be done.”
To illustrate this, each manager could base course selections on things they saw and heard from the employee on a first-hand basis. This helped them see the buy-in from the employee to participate in training would be greatly increased. It also removed some of the discomfort Allen referred to since managers could refer to the observable behaviors they just witnessed when discussing needed behavioral improvements.
If you're interested in learning more about ASA-U's Advisory Service and what they can do for you go to the ASA-U ADVISORY SERVICE page, or contact Doug Dillon.