Interactive Training – 9 Tips for Success

Training and performance improvement professionals work hard every day trying to make training more engaging. Our goal is not to make the training more engaging by itself; we want to improve participation in class, increase learning and retention, and ensure application on the job that improves performance. Increasing engagement does not have to be difficult.

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Check Your Brain at the Door

Author Seth Godin, in his book Linchpin, reminds us that “job” and “work” (where work is your “art” – your contribution) are very different things. The job requires showing up and doing recurring, routine tasks – not a lot of independent thinking is required. In fact, if the more an organization can create repetitive non-thinking

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Train Your Sales Team How to Handle Rep vs. Rep Competition

Finding out a competing company’s strengths and weaknesses can often be accomplished by a little Googling, but a key part of preparing to do battle in the sales world is diagnosing your competition’s sales strategies and capabilities. Republished with permission from Dave Stein. When I travel to Ireland each year, one of the subjects I’m asked

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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 with permission from Dave Stein. Mis-hiring

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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 up and stand out. To

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How to Teach Employees to Make Smarter Decisions

We don’t pay employees to do a “job.” We pay them to invent the best, most efficient and most profitable response at each moment in their day. We pay them to watch each situation they encounter in their constantly changing workplace and use what they know to make the best decision on the spot. We

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