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Marine Corps Recruiting Command - National Training Team

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Company: Marine Corps Recruiting Command, Quantico Station, VA
Entry Submitted By: The Brooks Group
Company Description: We are nominating The National Training Team of The Marine Corps Recruiting Command
Nomination Category: Sales Awards Achievement Categories
Nomination Sub Category: Sales Training or Coaching Program of the Year - All Other Industries

Nomination Title: National Training Team, Marine Corps Recruiting Command

Tell the story about your organization's sales training and/or coaching program since the beginning of July 2016 (up to 650 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

The Marine Corps Recruiting Command is responsible for recruiting qualified individuals for the Marine Corps and the Marine Corps Reserve. The recruiting team must “sell” the open military positions to the civilian target group. It takes a well-trained, professional recruiter to point out the differences between the branches of the military and match each qualified prospect’s needs and motivators with the opportunities that the Marine Corps offers.

The National Training Team of the MCRC is charged with training 3000+ recruiters to effectively recruit civilians. The NTT has adapted a buyer-focused sales process to be used in a recruiting capacity.

The goals set forth in 2017 were both historical for the organization, and met with success. The NTT team completed 3x the volume of instructional design and rebranding in 2017, as compared to the previous 3 years.

This work, along with numerous other undertakings, was focused on supporting the sales management function of the recruiting effort. The training programs developed in 2017 were designed to enable leaders of the recruiting commands – and have resulted in a “force multiplier effect.” Leaders have become better coaches to their recruiters, making the entire operation more efficient and effective.

Organizational Goals Set in 2017:

GOAL 1 - Develop and continually improve instructional programs that challenge learners and enable graduates to successfully perform recruiting assignments

GOAL 2 - Build and maintain an organizational structure that:
-Enhances learning by establishing an appropriate student to instructor ratio
-Provides a learning environment that adequately promotes and fosters continuous learning, instructor and staff development, and personal enrichment

GOAL 3 - Leverage and integrate state-of-the-art information and training technologies to support curricula development, delivery, and management—including software and hardware for use in exercises and practical applications

GOAL 4 - Provide state-of-the-art facilities to promote student learning, and preserve the history and heritage of the Marine Corps

GOAL 5 - Strengthen the NTT outreach, research, stewardship, publishing, and conferencing capabilities.

Organizational Achievements in 2017:

Goal 1 Achievements

The NTT conducted the development, improvement, redesign, and implementation of the following training:

-Digital Engagement Sustainment Modules (8 hours)
-Executive Officer Course (24 hours)

-Recruiter Instructor Course (12 hours)
-Recruiting Management Course (10 hours)

-Military Entrance Processing Station Liaison Course (35 hours)
-Officer Selection Officer Course (105 hours)
-Operations Course (35 hours)
-Marketing and Communication Course (70 hours)

Goal 2 Achievements

-Performance-based, instructional programs now include a variety of instructional techniques designed to increase learning retention and on-the-job transfer.

-Major investments made in technology and training resources—new courses, tools, videos, scripts, and books.

-Reference cards, job aid, eLearning, pre-assessments, instructor-led training, videos, group activities, role plays, hands-on exercises, case studies, capstone exercises are now included in training.

-The NTT has recruited the right number of personnel with the right level of experience for instructor corps.

Goal 3 Achievements

-Refreshed laptop computers used to integrate Marine Corps Recruiting Information Support System into the curricula and classrooms for planning, practical application, and exercises.

-Updated NTT classrooms with wired and wireless internet connections to support curriculum delivery and student group activities.

Goal 4 Achievements

Time and effort has been invested to gather requirements toward building a state-of-the-art onsite learning center. The center is designed to ensure future facilities provide the faculty, staff, and student body with an environment that is conducive to learning, while bringing all recruiting force training and education to one national campus.

Goal 5 Achievements

-Expanded Portal Library and improved remote access to those learning resources.

-Conducted four quarterly training events for team members to conduct research into industry best practices and participate in online courses to enhance professional development.

-Shared operational ideas with other governmental agencies - U.S. Customs and Border Protection, Australian Defence Force, and The Republic of Korea Marine Corps.

-Published relevant training topics to aid in the improvement of Marine Corps recruiting

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