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Learn Key Findings from the Annual Leadership Survey with Training Magazine (e-Book)

Learn Key Findings from the Annual Leadership Survey with <i>Training</i> Magazine

For the third year, Training magazine and Wilson Learning teamed up to conduct a leadership development survey. More than 700 respondents shared their insights for effective leadership. Discover specific key actions your organization can implement to prepare the next generation of leaders. Download your Illustrated e-book now and review the survey findings!

>>> learn more

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3 Strategies for Peak Sales Performance: How to Create Renewable Competitive Advantage (Point of View Paper)

Traditionally, a company could win long-term advantages with new products, or dominate with deep pockets and massive size, or capture markets with widespread brand recognition and global presence. Today, these attributes may produce a temporary market advantage, but may also create a competitive disadvantage. learn more

3 Vital Strategies to Protect Your Customer Base: How to Retain Your Most Profitable Accounts

Sellers as well as buyers are taking stock of priorities as the economy continues to show weakness across most industries. As a result, most sales organizations are pursuing new business—which often means taking advantage of competitors' complacency or mistakes in providing service to customers. learn more

3 Winning Strategies for Prospecting: Right Prospects, Right Message, Right Attitude

If your organization is like a lot of sales organizations, you may have intensified prospecting efforts lately as old customers downsized, cut spending, and in some cases, switched to other suppliers. The problem is that prospecting is often time-consuming, costly, wasteful, and hard on the morale of the sales team. learn more

8 Tips for Team Survival in the New Economy

With shifting consumer demands, disruptive new technologies, and unpredictable financial dynamics, today's organizations have to be more agile and work faster to adapt if they want to thrive in the new economy. While senior leaders need to always be looking forward, anticipating trends and making decisions just ahead of the curve, the unit of the organization responsible for flawlessly executing these complex, ever-changing strategies is the team. learn more

The ABCs of Sales Coaching: Essential Tips to Amplify Your Team’s Performance

What would a 29% increase in top-line salesforce performance mean to your organization? 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. learn more

Aligning the Selling and Buying Processes: A Consultative Selling Approach

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" has changed to "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. learn more

Approach to Learning: How We Enhance Human Performance Through Learning (Point of View Paper)

Learning, the acquisition of new skills, knowledge, 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 client's needs, expectations, situation, and problems. learn more

Assessment Technology in The Age of Hypercompetition (Point of View Paper)

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. "Hypercompetition 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." learn more

Balancing the Consultant and Strategist Roles: Managing the 4 Sides of Sales is Key to Highly Effective Selling Skills

There was a time when a salesperson could fulfill a unified role as a vendor, trusted advisor, and challenger. But today's hypercompetitive 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 organization. learn more

Becoming a Leader People Choose to Follow: Effective Leadership Development

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. learn more

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