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Janvier 11, 2011 - Let's stop handling objections!
par Carl Eidson
Consider this scenario: The customer says, “The competition has the same thing you have, but the price is lower.” What does the sales representative do? Possibly point out differentiators and highlight the value to the customer. If that doesn’t work, free value-adds might be thrown out to entice the customer to buy. And what if the customer continues to maintain a hard price position? In my experience, the salesperson will often end up giving in to the customer’s demands, lowering the price or margin or both, sacrificing profitability to save the sale. En savoir plus.
Novembre 4, 2010 - Calling on executives... don't get "referred downward"
par Ken Valla
Not long ago I was talking with a senior executive about the barriers confronting salespeople who want to meet with their customers' top leaders. I mentioned the common complaint that executives are hard to access and often refer salespeople right back down the line to their functional department heads. His response stuck in my mind: "You get referred to who you sound like." En savoir plus.
Octobre 8, 2010 - Building cultural competency
par Carl Eidson
A culturally diverse project team breaks down because team members can’t make a key decision that is core to the team’s mission. Some team members claim others are spending too much time off task and failing to share critical information. Other team members say the team leader is forcing decisions too quickly without allowing time for conversation, thought and consideration of alternatives. The executive sponsor is mystified. She wonders: “What’s the problem with this hand-picked team of high performers and how do I get them back on track?” En savoir plus.
Août 2, 2010 - Do you have what it takes to be a successful virtual learning facilitator?
par Nancy Frevert
Many of our clients tell us that they are interested in virtual learning and want to understand how to ensure the success of a virtual learning initiative. We discuss with them the various factors that affect the virtual learning environment—great design, the right technology, etc. But in recent conversations with some of our most successful facilitators, I was reminded of just how critical their role is in a virtual learning environment. En savoir plus.
Juillet 19, 2010 - What are today's top training priorities? Insights from industry leaders
par Carl Eidson
In the past few months, I have had the privilege of attending two of our industry’s leading professional conferences: American Society for Training & Development (ASTD) and the Society for Pharmaceutical and Biotech Trainers (SPBT). En savoir plus.
Juillet 6, 2010 - Leader or individual contributor?
par Hazel Stewart
The recent change in Australia’s top leadership role (the replacement of Prime Minister, Kevin Rudd, by his deputy Julia Gillard) resulted in a myriad of articles and comments about Mr. Rudd’s leadership style. En savoir plus.
Mai 10, 2010 - The evolution of virtual learning
par Michael Leimbach
I conducted my first virtual learning session almost 15 years ago. I chuckle a little when I think back to how limited the technology and my experience was back then. About all you could do was show your slides, maybe conduct simple quick polls that you had to create on the fly and maybe let the participants write on a whiteboard (why did they all use the upper left-hand corner?). En savoir plus.
Avril 15, 2010 - Virtual learning: What's the real scoop about making it both virtual and effective?
par Nancy Frevert
Clients are asking a lot of questions about virtual learning these days, and it’s not surprising. There are so many ways that virtual learning makes sense. Instead of bringing people to a common location for training, why not bring the training to them? Instead of paying a big travel bill and disrupting work schedules, why not integrate the learning right into the work environment? Why isn’t everybody doing it more often? En savoir plus.
Mars 15, 2010 - What's the payoff for investing in your sales managers?
par Michael Leimbach
Recently we took a detailed look at how sales managers can impact the results of sales training. We expected to see an effect, but were surprised ourselves to see how much difference sales manager involvement makes. If managers are on board with the initiative and know how to coach, their involvement can increase the impact of training by as much as 24%. En savoir plus.
Janvier 4, 2010 - New Year’s resolution: Get managers involved for better learning results
par Ed Emde
As you start out another new year, possibly with a more limited budget than in the past, you might be thinking about how to make sure you get outstanding results out of this year’s initiatives. En savoir plus.