What would a 29% increase in top-line salesforce performance mean to your organisation? Our research shows that when sales managers have the right skills, the single action of coaching has the greatest impact on the performance of your salesforce.
If you think your salespeople can control the way buyers buy — think again. The old adage that "people love to buy, but hate to be sold to" has changed—"people know how to buy, and won't be sold to." But, that doesn't mean it's time to fire your salesforce. With a little insight into today's buying process, salespeople can understand how customers buy and dramatically increase their sales results. Узнать больше
Learning, the acquisition of new skills, knowledgeable and capabilities, always occurs within the context of human performance improvement! Wilson Learning approaches every client situation from this perspective. That is, we begin with a process of understanding the clients needs, expectations, situation and problems. Узнать больше
As markets heat up all over the world, companies strive to develop strategies and tactics to contend with today's dynamic conditions, or at least survive them. "Hyper-competition is an environment of intense change in which flexible, aggressive, innovative competitors move into markets easily and rapidly, eroding the advantages of the large and established players." Узнать больше
There was a time when a salesperson could fulfil a unified role as a vendor, trusted advisor and challenger. But today's hyper-competitive market requires the salesperson to play two distinct yet complementary roles—that of Consultant to the customer and Strategist to both the customer and his or her own organisation. Узнать больше
There is a collective sigh from leaders for the first time in recent history as the slow tide of economic recovery washes in. For some, the sigh may be more or less audible. Nevertheless, leaders are moving away from expending energy on preventing failure or avoiding crisis and shifting their energy toward creating new growth opportunities and seeking fresh success strategies. Узнать больше
Training events on their own aren’t enough to ensure lasting performance improvement but what can you do? Elevate any learning effort from programme to performance improvement initiative with these six best practices.
What does work is to combine the most critical components required for learning into a comprehensive, extended learning system. Such a system lays a foundation for the learner, establishes the why and the how for learning and provides application support to make sure newly acquired skills and knowledge are used on the job. Узнать больше
It seems there are two types of disgruntled people in our current economy: those who don't have jobs and those who do. Why? Because for each person who has left an organisation, the ones left behind are working harder, feeling overworked, under-appreciated and often being underpaid. Узнать больше
What if your salespeople could expand your offering and create a highly differentiated solution that represents unexpected business value to your customer and is hard for the competition to replicate because it is unique to the customer? The very thought may hit you like a triple shot espresso! Узнать больше