Question: when working with either new or existing employees, which training programs, methods or techniques have you found to be most beneficial? - viewpoints

"Most of the guys I hire have never seen a pool. I've found that the only good way to train them is to be with them at the job site, one-on-one. I find that when one guy trains another, it loses something in the translation. I give them tests, with the stipulation that they don't work on their own until they pass the tests.... I ask them, `If a pool does this and this and this, what does it mean?' I try to make them think."

Mike
Allmond, Owner
Sunrise Pool
Services
Norcross, Ga.

"Our training is done through an independent training program that my salespeople attend on a weekly basis. We've tried some of the industry programs, but this has given us a whole different approach to selling. It works with them on closing the sale, creating prospect lists, listening to clients and more. The sales managers, a couple salespeople and I attend the sales and management programs. We then bring it back to the sales force in weekly sessions. It costs us a bit [about $8,000 in the first year; $2,000 renewal], but it's been a small price to pay. We've been using the program for two years. We went from a half million [dollars] in sales to almost double that after the first year, and almost three times that after the second. And we've increased our closing ratio, as well."

Steve Senna, Owner
Swimming Pool & Spa Group
East Falmouth, Mass.

"We recently hired a nm, construction coordinator, and she worked in the office with the person who'd been doing it all. When they felt she was ready, they turned her loose. But she was still reporting to the other coordinator until they felt she was ready to be on her own."

Charlene Beam, Sales Assistant
Blue Marlin Pools of Brevard
Melbourne, Fla.

"I work with people one-on-one and make them follow me around. I do a presentation, and then have them give the presentation back to me. If you do that enough times, they learn the product. We sell Softub hot tubs, and the video that every customer gets, I give to each new employee to watch over and over. Then I have a question-and-answer sheet. We spend about three hours together, and then I put them in the field with me. I also have them shop the competition. That way, they learn what others say and get an idea of what they're up against."

Liz Cosgrove, Regional Manager
America's Backyard Pool & Spa
Phoenix

"Our philosophy is to hire people who can think, and then train them to be pool people. We want people who can look at a situation and then come up with a solution that isn't nm-of-the-mill. If the owners set the example and hire responsible, creative people, you end up with a very strong company."

Jack Simmons, President
Master Pools by Meredith
Greensboro, N.C.

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