http://www.trainingindustry.comumbracoLists all articles found on http://www.trainingindustry.comen http://www.trainingindustry.com/sales-training/articles/is-training-in-vogue-or-indisposed-part-25.aspxThu, 16 May 2013 14:37:17 GMT http://www.trainingindustry.com/sales-training/articles/is-training-in-vogue-or-indisposed-part-25.aspxSales 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 Understands His Product Knowledge http://www.trainingindustry.com/sales-training/articles/focus-on-the-customer.aspxTue, 14 May 2013 13:46:30 GMT http://www.trainingindustry.com/sales-training/articles/focus-on-the-customer.aspxIn 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. http://www.trainingindustry.com/articles/throwing-the-baby-out-with-the-bath-water-part-2.aspxTue, 14 May 2013 10:54:36 GMT http://www.trainingindustry.com/articles/throwing-the-baby-out-with-the-bath-water-part-2.aspxInstructor-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. http://www.trainingindustry.com/articles/effective-online-marketing-for-training-providers.aspxFri, 10 May 2013 13:28:31 GMT http://www.trainingindustry.com/articles/effective-online-marketing-for-training-providers.aspxHow 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! http://www.trainingindustry.com/leadership/articles/everything-you-wanted-to-know-about-collaborative-leadership.aspxFri, 10 May 2013 13:06:07 GMT http://www.trainingindustry.com/leadership/articles/everything-you-wanted-to-know-about-collaborative-leadership.aspxAlthough 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. http://www.trainingindustry.com/sales-training/articles/is-training-in-vogue-or-indisposed-part-15.aspxTue, 07 May 2013 15:47:09 GMT http://www.trainingindustry.com/sales-training/articles/is-training-in-vogue-or-indisposed-part-15.aspxEditor’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. http://www.trainingindustry.com/sales-training/articles/developing-great-frontline-sales-managers-four-key-sales-management-abilities.aspxMon, 29 Apr 2013 11:18:08 GMT http://www.trainingindustry.com/sales-training/articles/developing-great-frontline-sales-managers-four-key-sales-management-abilities.aspxHigh 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. http://www.trainingindustry.com/professional-education/articles/now's-the-time-for-performance-support.aspxFri, 26 Apr 2013 09:52:56 GMT http://www.trainingindustry.com/professional-education/articles/now's-the-time-for-performance-support.aspxIn 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” that workers needed in order to “optimize performance” were “spread all over the place” and needed to be made “within easy reach.” According to Gerry, organizations needed to “give up the idea that competence must exist within the person and expand [their] view that whenever possible it should be built into the situation.” http://www.trainingindustry.com/sales-training/articles/the-importance-of-business-networking-in-sales-training.aspxThu, 25 Apr 2013 16:48:40 GMT http://www.trainingindustry.com/sales-training/articles/the-importance-of-business-networking-in-sales-training.aspxThe 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. http://www.trainingindustry.com/professional-education/articles/solitude-a-catalyst-to-innovation.aspxFri, 19 Apr 2013 09:46:21 GMT http://www.trainingindustry.com/professional-education/articles/solitude-a-catalyst-to-innovation.aspxAll companies aspire to be on the emerging end of the innovative spectrum; feverishly working on the next great idea that will catapult their business to the next level.