Articles
Thought leaders from the training industry share the following articles, case studies and white papers to enhance understanding of best practices, learning solutions, and emerging trends in training. Feel free to share using our social media buttons.
Is Training In Vogue or Indisposed? Part 3/5
Sales training leads to improvement. Lack of sales training causes a leveling off and eventually a falling off of the target performance track.…
Is Training In Vogue or Indisposed? Part 2/5
Sales training is not a nice-to-have but rather a need-to-have for any company engaged in a competitive industry. The first article described the four most important areas of skill development needed to get sellers to reach their ever-rising goals: 1. What Sellers Say/Ask in Meetings 2. How Sellers Manage their Resources 3. How Sellers Forecast, Track & Report 4. How Well Each Seller…Throwing the Baby Out with the Bath Water: Should instructor-led training be tossed? Part 2
Instructor-led training has been badmouthed, maligned and outright threatened of extinction for a number of years. Not because it is bad at its core, but due to the many problems surrounding it. But, is the criticism warranted? Not really.…Focus on the Customer
In today's highly technical and quick paced world of sales, one piece of advice is very true - listen to the customer. Unfortunately, selling complex technical products or solutions (or anything else), causes most salespeople to focus on product features rather than on their benefits to the customer.…Everything You Wanted To Know About Collaborative Leadership
Although the seeds for participative management and collaborative leadership were planted in the marketplace years ago and have seen substantial growth in our organizations and institutions since, tending the garden of their evolution has been and is no easy task.…Effective Online Marketing for Training Providers
How can you promote your business better and get more students attending more courses? Every training provider struggles with this challenge! We've collated over 30 pages of fantastic tips and guidance, gleaned from our experience serving training providers around the world, into one handy resource written just for training providers!…Is Training In Vogue or Indisposed? Part 1/5
Editor’s note: This article is part one of a five-part series. This segment discusses how training protects a company’s most important asset and competitive edge — its people. Additionally, it discusses four aspects that require constant training in order to maintain or improve a team’s current skill levels.…Developing Great Frontline Sales Managers: Four Key Sales Management Abilities
High performing sales managers can have a profound impact on a company's sales results. But all too often training initiatives focus on sales people and not their sales managers.…Now's the Time for Performance Support
In 1991, Gloria Gerry pioneered the initial ideas and practices of Performance Support (PS) in her book, “Electronic Performance Support Systems”. She rightly proposed that the learning strategies of organizations needed to “be reconceived to influence the primary purpose of organization: to perform effectively and efficiently.” She also observed that the “information, rules and knowledge”…The Importance of Business Networking in Sales Training
The opposite of networking is not working. And, when developed correctly, it can be a most important business skill. Every time you meet someone, there is an opportunity to learn from them and be a resource to them.…
