Too often, organizations settle for one-size-fits-all training. They simply don’t have the time or money to create unique, customized programs for each learner. But the consequence is that they always seem to have a few people in each training session who really don’t need to be there. For instance, if, during … Read more
Right now I’m working on a new education program for our sales team that I call The Art of Questioning. In it, we’ll be reviewing what makes a great question, how to ask one, and how to listen for and assess information based on the answers — and all of … Read more
Selecting the best sales training provider for your company’s needs isn’t easy. In simple terms, it’s a matter of finding the provider at the intersection of a number of critical learning areas. Let’s examine just three of them individually: Target Industry As recently as seven years ago, one of the … Read more
Retail companies have typically responded to the economic recession by cutting staffing and training departments in order to keep prices low. But in an interesting new piece in the New Yorker, James Surowiecki argues that having more and better-trained workers is a smarter strategy for retailers. The piece has ignited a … Read more
When Shakespeare famously penned, “A rose by any other name would smell as sweet,” it’s clear that he didn’t live in the age of Google searches and brand positioning. Today, he might still have found success as a writer, but his florist business would probably go nowhere. I’ve been fielding … Read more
