Training Industry Magazine - Fall 2016 - 30

ARE YOU A SAND SALESMAN?
Do you understand the "why" of your training
program? Are you crystal clear on how the training
will improve performance and lead to greater
success. If not, learn from the sand salesman:
Understand your purpose and how enthusiasm can
make a difference in engagement.
You can transform any training event from "hohum" to "wow." Prepare for your sessions or content
development by thinking through the larger
implications of your training. What higher purpose
will spark your enthusiasm and share it with the
classroom or the content? You have the ability to
make any session a memorable one by following
the example of the sand salesman.
His passion was unexpected. At this point,
I was ready to get out my credit card and
buy some sand! Sandy was passionate
about his product, and he believed that
the service he provided was critical for
the country's infrastructure. He was
so persuasive about his product that I
became wrapped up in emotion. Sandy
spoke in terms that I could understand
and that were meaningful to me and my
life (I still think about Sandy's message
when I drive nervously over a bridge). He
talked about his job with a fervor that I
had seldom seen before.
As the flight progressed, I mulled over the
conversation and Sandy's spontaneous
and inspiring response to my insensitive
comment about his "boring" job. The
intensity with which he described his
job was truly impressive. Eventually the
underlying lesson dawned on me: If this
guy could be passionate about selling
sand, of all things, I had absolutely no
excuse not to be passionate about my job.

PURPOSE IN THE CLASSROOM
Have you ever dragged yourself into a
classroom, dreading going through the
motions of teaching the latest set of
software modifications or policy changes?
If you have, you are certainly not alone.
Developing training on detailed sets of

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procedures or teaching the same technical
content week after week can lead to
feeling numb and insignificant. Most of
us will throw up our hands and apologize
to the class for the boring nature of the
content. The good news is that it doesn't
have to be this way.
Our challenge, then, is how trainers
can generate the passion of the "sand
salesman." The insights I gained from
Sandy made me reconsider the way my
training projects could positively impact
people's lives and how mastering new
skills could lead to greater success on the
part of my participants. Armed with new
skills, learners can provide for their families
and improve their career prospects. It
was clear that the sand salesman was
passionate about his job and his product,
and we can be, too.
How do we develop a passion for our
training? Passion comes from knowing
your purpose and feeling genuine
enthusiasm for your job. A sense of
purpose provides a reason to complete a
task or project.
The concept of purpose is scalable.
There can be an overall purpose for a
course, and there can (and should) be
a purpose for each lesson and topic.
The purpose answers crucial questions:
So what? Why is this idea important?
How will this module lead the learner
to be more effective? In what ways will
the course contribute to the success of

SPARK
YOUR
ENTHUSIASM

none at all), and passive
facial expressions. Lack of
enthusiasm is contagious;
before long, all of the energy
will drain from the session.

We have all known
trainers who are simply
going through the motions.
Clues include low energy,
speaking in a monotone,
subdued gestures (or

The good news is that
the reverse is true. Your
enthusiasm will lead to
higher energy, a smile in
your voice, a sincere passion
for the topic and the success

of the participants. To
build your enthusiasm,
think of all the ways your
participants will benefit
from your training. Make
it your mission to personally
connect with each learner
in the room. Set your bar
high: Make a goal that
every participant will learn
a new skill and share your
enthusiasm for the lesson.

Table of Contents for the Digital Edition of Training Industry Magazine - Fall 2016