Category Archives: Training

Use Our 10-Point Checklist To Determine Your Sales Orientation

In our fast-changing age of diversity, technology and talent management, can a sales organisation continue with traditional didactic sales development “this is how you do it” style of training and gain any competitive advantage? As sales people increasingly aspire to be seen as business professionals, does the didactic approach have any relevance today? Which side… Read More »

Managing For Success

Managers today face more complex challenges than at any time in the past. With downsizing and de-layering there’s no room for passengers and the pressure comes from all angles. There’s plenty of literature out there on how to be a great manager, and TV programmes give us all kinds of perspectives on what it takes… Read More »

Designing An Induction For New Sales People

Recruiting effective new salespeople is a difficult, expensive, time consuming process. Many sales managers are so pleased they filled a post they don’t realise the real work still hasn’t been completed. Even before the salary meter starts ticking, your new salesperson will have cost you money, they have to start earning quickly. The onboarding process… Read More »

Viral Learning – A Future For Getting Ideas Across?

Why do some ideas stick and others fall by the way-side? E-learning has been a natural progression for training provision. Leading on from classroom sessions to distance learning, from one-to-one coaching to self-help manuals, the next step was to make learning available electronically either online or offline. E-learning has had mixed results. Where it has… Read More »

Training Sales Managers To Coach Without Context Will Not Deliver Improved Results

“We are all coaches now” said an International Sales Director at a recent conference. Later at the same event a new Performance Management system was introduced that required managers to sit down with their people twice a year and complete an on-line appraisal. Sales managers complained they hadn’t got time to do it properly. What… Read More »

Working Around The Problem

Many organisations offer management training programmes to their employees; some offer management development programmes, sometimes there’s a difference beyond the name. The key determinant of their effectiveness is whether managers are doing a better job. Employees are often the best judge of this, and where employment levels are high they may vote with their feet.… Read More »

E-Learning

Many organisations are struggling to enable real learning (not just training) amongst a diverse population of employees in a way that is accessible, engaging, effective and aligned. Meanwhile self directed employees are becoming more demanding and are taking charge of their own development at a rate that many learning and development functions cannot keep pace… Read More »

Structured Training Open Courses Receive CPD Accreditations

All of our Courses are now CPD Accredited (Continuing Professional Development). The world in which all professionals practice is changing. Global competition has never been more intense, clients are more demanding and technology offers new ways of working. The knowledge base of the professionals and of the sectors in which they operate has also increased.… Read More »