When (and Why) Training Isn’t the Best Solution
Training professionals often make two mistakes without ever realizing it. By simply acknowledging them, we can begin to improve performance quickly and easily — and without any new training programs. The first mistake is that most trainers typically operate in reactive mode. If the VP of operations says his managers … Read more
The Easy Way to Learn, Courtesy of Psychologists
As a trainer, it’s pretty intuitive to understand your role as an imparter of knowledge. Your students’ brains, in this common sense understanding of learning, are like buckets into which you dump key facts and concepts. Keeping those facts stuck there is simply a matter of will and hard work … Read more
No Two Sales Reps are the Same. Their Onboarding Programs Shouldn’t be, Either
Newly hired sales reps all have certain strengths, otherwise they (theoretically) wouldn’t have gotten the job. Correctly assessing new employees’ weaknesses is crucial too, however. Instead of onboarding new sales reps in the same fashion, focus on those weaknesses from the start so they can hit the ground running. Republished … Read more
4 Ways Employees Can Add Value, Every Day
I thought I would try something different in this post. Today, I thought I would write something that you could print and leave for your employees. Perhaps this outline of how they can add more value will clarify what you expect of them, and encourage them to show up, step … Read more
Why Many Sales ‘Gurus’ Aren’t Qualified to Train
Without the right experience and methods, many sales trainers these days are more flash than substance. Before dropping obscene amounts of money (and wasting your sales reps’) time, pay attention to what’s behind a sales guru’s marketing tactics to make sure he or she isn’t just the latest flavor of … Read more
