The problem with these ratios is that even if they are true, they are simply not believable. I dare you to tell your boss or a stakeholder that it’s going to take a week of full-time work to put together an hour-long … Read More
On the last afternoon (after 3 pm to be exact) on the last day of an information-stuffed, tongue-dragging-on-the-floor-exhausting training session, one of the instructors kicked off his presentation by showing this video: Increasing Sales of Milkshakes.
It was so compelling that I managed to lift my head off the desk to stare riveted at the screen. The premise was brilliant and yet utterly simple.
You should really go watch … Read More
Here’s the deal. How much you change your sales onboarding program from implementation to implementation should directly reflect the level of change in your company. So, if your company is going through a lot of upheaval, such as a shift in sales roles and responsibilities or a product launch, expect … Read More
Last week I attended one of the premier conferences for entrepreneurs. The conference packed tremendous value into a short time with presentations by such super stars as serial entrepreneurs Devin and Melanie Duncan and UGG founder Brian Smith. I couldn’t have asked for a better learning experience.
Yet before the last slide for the last session was shown, I slipped out the side door to catch an early flight home. … Read More
Finding qualified instructional designers (IDs) to work with has been perhaps one of the biggest headaches and heartaches of my career. There are good IDs out there. But, finding them has been no easy task. Over time, I have learned both what works and what doesn’t. I hope you can benefit from my experience – some of it quite painful.
First, here are three common tactics that I’ve found surprisingly … Read More
“They go right to features and functionality. I can see our prospects’ eyes glazing over while our sales reps wax on about the technical details of our product. At least half the time, our prospects don’t even care. This is costing us sales!”
This is probably the most common complaint I hear from my tech startup clients. Somehow new sales reps have gotten the idea that if they can just … Read More
I was speaking to a highly data-driven company the other. They were concerned about their ability to measure the effectiveness of their sales training in terms of return on investment. While ROI measurement is possible, you’ve got to start the process well in advance. It is very difficult, if not impossible, to select a training course to measure ROI on retrospectively.
To start with, training, in and of itself, isn’t … Read More
The number one complaint I hear from sales managers, especially in start-up companies, is that it takes new sales reps too long to become fully contributing members of the team. After all, if they are not selling, sales reps are an overhead expense. And, of course, overhead expenses are a financial drain on any company.
But, it doesn’t have to be that way. With planning and preparation, you can make … Read More
A prospective client was shocked when I told him during a recent meeting that we develop content before designing activities. I guess designing activities first and then developing content based on those activities is the approach many people are taking now. Not me. In fact, there are three very specific reasons that I believe designing activities first is dangerous.
1) The purpose of training is to improve job performance. At … Read More
Perhaps one of the most exciting aspects of being an instructional designer is that you are never done learning. In fact, the very raison d’être of the instructional design job is to learn new things so that you can teach them to someone else. But if what you need to learn is highly technical or completely foreign to your experience, that excitement can quickly turn into intimidation. Couple that with … Read More