Making training work: Lucent Technologies' and Cleanaway's remarkable training results

Abstract

Purpose

To provide a concise briefing on the most topical issues and relevant implications from the top 400 management publications in the world.

Design/methodology/approach

This briefing is prepared by an independent writer who adds their own impartial comments and places the argument in context.

Findings

In “Take TIME for effective learning”, Albrecht puts forward a theory that the best training should contain four specific elements – theory, instruction, modeling and experience. Albrecht explains the reasoning behind his claims for each of the four elements, and shows how they can be effective. The TIME model is said to be adaptable in line with the level of knowledge of the trainees and their learning styles. The article finishes by illustrating how the benefits of training can be transferred to the workplace, and then providing examples of how to use the TIME model in practice. Heather Johnson's article describes how Lucent Technologies has increased participation in training by 400 percent in 18 months. She argues that Lucent's success is a result of linking training with a particular business objective. Johnson also draws attention to the mistake Lucent made in switching to mostly Web‐based training, and how the company has recognized and rectified this bad move. Finally, the article affirms that this training program has been successful, with increased profits and attained targets. “Sales training bags the results for Cleanaway” describes a new sales training initiative that helped Cleanaway significantly boost profits. In 2002, high new targets meant the focus of the company and the attitudes of the sales team had to be redeveloped. Landale explains how external training specialists STC were hired to develop and deliver a tailor‐made training program that responded to the firm's objectives. The article argues that STC's work was successful because it was supported by one‐to‐one executive coaching for managers as well as motivation and confidence classes for the whole sales team. Cleanaway has achieved more than double the previous number of sales visits, and big increases in written contracts.

Practical implications

Provides implementable strategies and practical thinking that has influenced some of the world's leading organizations.

Citation

(2005), "Making training work: Lucent Technologies' and Cleanaway's remarkable training results", Development and Learning in Organizations, Vol. 19 No. 1, pp. 19-21. https://doi.org/10.1108/14777280510572176