TRAINING PROGRAM FOR SALES EXECUTIVES AND PRODUCT MANAGERS

RAKSHA TRAINING PLAN

Table of Contents
1. Introduction ............................................................................................................................................. 3

1.1 BACKGROUND AND SCOPE ................................................................................. 3

1.2 POINTS OF CONTACT ......................................................................................... 4
2. Instructional Analysis ............................................................................................................................ 4

2.1 NEEDS AND SKILLS ANALYSIS ............................................................................. 4

2.2 DEVELOPMENT APPROACH ................................................................................. 5
2.3 ISSUES AND RECOMMENDATIONS ........................................................................ 6
3. Instructional Methods ............................................................................................................................ 6

3.1 TRAINING METHODOLOGY .................................................................................. 6

3.2 TRAINING DATABASE.......................................................................................... 6
3.3 TESTING AND EVALUATION ................................................................................. 7
4. Training Resources ................................................................................................................................ 7

4.1 COURSE ADMINISTRATION .................................................................................. 7

4.2 RESOURCES AND FACILITIES .............................................................................. 7
4.3 TRAINING SCHEDULES ....................................................................................... 8
4.4 FUTURE TRAINING ............................................................................................. 9
4.4 TRAINING EVALUATION ...................................................................................... 9
APPENDIX-I: Training Plan Approval ..................................................................................................... 11

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1. INTRODUCTION
The Learning and Development (L&D) program at Raksha Technologies aims at
developing both individual contributors and managers to enhance their skills in
accordance to their level and competencies.

The program was intended to be conducted online due to the ongoing pandemic and
work from home scenario. Initially, the program will be meant for both Sales Executives
and Product Managers; later on, it will be extended to Technical Team in consultation
with clients for the need of Certifications to move to next level partnership with them.

The training calendar was designed on monthly basis covering from July 2021 to March
2022. Ms. Nithya, Business Strategy Head will be guiding the HR team in coordinating
and conducting the training programs.

1.1 BACKGROUND AND SCOPE

The Learning and Development (L&D) program at Raksha Technologies have been
divided in to THREE major parts. They are:

1. HR Induction
2. Functional Training
3. Open Mike Program

1. HR Induction will be conducted for those new hires on the date of joining. The
timing would be 10.00 – 11.00 am. Induction is conducted to help the new hires
settle into their role at a new organization and, business environment.

2. Every Wednesday from 4.00 to 5.00 pm, there will be a Functional Training Program
(“Subject Matter Training”) which will focus on the technical aspect of the
individual role at Raksha. The instructors will be both internal and external people.

3. We have also added a new initiative called “Open Mike Program” on first and
last Saturdays of the month between 11.00 and 1.00 pm via MS-Teams mode. This
is meant for all Sales Executives and Product Managers along with Technical
Team.

The program would be held in a Question and Answer (Q&A) method wherein
the first 30 minutes queries related to products and services will be raised by Sales
Team will be answered by Technical Team.

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 The objective of this session would be Product Positioning by clarifying the doubts
on products like application, key features, benefits, technical details, alternative
products etc. Any doubts can be raised regarding products and services we offer.

In the second half, next 30 minutes will be discussed to promote a particular

product available in the market for upselling and cross selling by providing
technical details in brief by the Technical Team.

This will help the Sales Team to be aware of the current products in the market to
increase the sales volume and thus revenue as well. The Technical Team consists
of Abdul, Rajaraman, Rajesh, Jaideep and Prem Kumar.

Finally, the Training Evaluation Form will be provided to know the effectiveness of
the program and all participants need to submit the form within next 24 hours.

The monthly Training Calendar FY2021-22 has been shared below for your
reference. Please block your calendar to attend the training programs and
cooperate to get maximum benefit out of them.

1.2 POINTS OF CONTACT

Name Contact Number Email ID

ROLE

Head – Business Strategy Ms. Nithya Anand +91-9841062381 nithya@raksha.co.in

Assistant Manager - HR Mr. Anthony Raj +91-9841040341 hr@raksha.co.in

2. TRAINING NEED IDENTIFICATION (TNI)ANALYSIS

2.1 NEEDS AND SKILLS ANALYSIS

The training programs both functional and behavioral will be designed based on SWOT
Analysis and Skill Matrix Analysis. The sample is given below for your reference. This will
be implemented gradually in future.
Example SWOT Analysis

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2.2 DEVELOPMENT APPROACH

The functional training programs will be conducted with a view to mastering the job
skills. In addition, HR proposed the following training modules for both Product Managers
and Sales Executives to develop the behavioral aspect. Here are they:
Individual Development Program Management Development Program
(IDP) for Sales Executives (MDP) for Product Managers
Presentation Skill Team Management

Documentation Skill Conflict Management

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Business Communication Delegation and Empowerment

Problem Solving Skill Client Management

Planning and Prioritization Change Management

Listening Skill Stress Management

Influencing Skill Succession Planning

2.3 ISSUES AND RECOMMENDATIONS

It is found that the Sales Executives and Product Managers have these issues in common
and have to be resolved on high priority:

1. Lack of Motivation and Commitment

2. Lack of Coordination
3. Lack of Excellence in work
4. Lack of Technical Skill
5. Lack of Vision and execution

3. INSTRUCTIONAL METHODS

3.1 TRAINING METHODOLOGY

The training methodology at Raksha was derived from Training Need Identification (TNI)
where cause and effect of underperformance is analyzed with the help of SWOT
Analysis and Skill Matrix Analysis. This part will be implemented after a ground work in
future.

3.2 TRAINING DATABASE

The monthly training calendar will be prepared in the beginning of every month and
shared with concerned teams in advance. The topics of Training Program will be
saved as a database for future planning and references.

3.3 TESTING AND EVALUATION

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The content of the training session will be collected and stored in the training database;
mock calls will be done by Sales Executives with Product Managers for better
understanding of the content and its usage.

The Training Evaluation Form will be shared after the training session. All participants
need to fill up within 24 hours. The form will be analyzed to evaluate the effectiveness of
the sessions and make further improvements in future.

A testing phase will also be launched to assess the effectiveness of the training programs
in future.

4. TRAINING RESOURCES

4.1 COURSE ADMINISTRATION

The Training Program falls under the purview of HR and hence it will be administered by
the Human Resource Department. The guidance for training curriculum and target
people will be decided by the CEO and Head – Business Strategy in consultation with
other Heads of the Departments.

At least one training session either functional or behavioral will be held on every
Wednesdays in the second half; additionally, Open Mike Program will be held on 1st and
4th Saturdays of the month from 11.00 am to 1.00 pm.

The mode of the training session will be conducted via MS-Teams tentatively due to the
present pandemic scenario. Apart from that, class room sessions will also be held once
conditions become normal.

The duration of the sessions will be minimum 30 minutes to maximum one hour and
maybe extended based on necessity.

4.2 RESOURCES AND FACILITIES

The instructors will be both internal and external people; people from the organization
will be considered internal resources and people from the OEMs or external
organizations will be considered external resources.

There are no specific training materials available now. Once the training sessions are
over, they will be collected from the resource person and uploaded in the training
database accordingly.

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In addition, online links and website names will be shared in the training database for
further citation in future.

4.3 TRAINING SCHEDULES

The monthly Training Calendar 2021-22 will be shared soon for your reference. Please
block your calendar to attend the training programs and cooperate on the same to get
maximum benefit out of them. Here’s a sample monthly plan:

Training Training Target Session In-

Jul-21 Training Topic Status
Date Time People Charge

11.00 - Open Mike

Week 1 3rd July 1.00 pm Sales Team Program HR Completed

10.00 -
Week 2 7th July
11.00 am New Hire HR Induction HR Completed

4.00 - 5.00 Yet to

Week 3 14th July pm Sales Team Ilantus Swathi Harini Complete

4.00 - 5.00 Yet to

Week 4 21st July pm Sales Team Accops Lavanya Complete

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 11.00 - Open Mike Yet to
Week 4 24th July 1.00 pm Sales Team Program HR Complete

4.00 - 5.00 Yet to

Week 5 28th July pm Sales Team CheckMarx Ramakrishnan Complete

4.00 - 5.00 Yet to

Week 5 31st July pm Sales Team Aruba Sasikumar Complete

4.4 FUTURE TRAINING

The scope of the training program presently lies with Sales and Technical teams. It will
be extended to other teams like Finance, Accounts, HR and Administration soon.

4.5 TRAINING EVALUATION

The Training Evaluation Form will be shared after the training session. All participants
need to fill up within 24 hours. The form will be analyzed to evaluate the effectiveness

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 of the

sessions and make further improvements in future. The effectiveness of the training
program will be evaluated using the feedback forms and will be analyzed gradually to
bring improvements in future.

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APPENDIX-I: Training Plan Approval

The undersigned acknowledge that they have reviewed the Training Plan and agree
with the information presented within this document. Changes to this Training Plan will
be coordinated with, and approved by, the undersigned, or their designated
representatives.

Signature: _____________________________________

Name: Ms. Nithya Anand

Designation: Head – Business Strategy

Date: 13th July 2021

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