Instructional Design Ninja

How Pretending You’re Google Can Help You Better Handle Sales Objections

search-engine-76519_640One of the biggest mistakes I see new sales reps make is thinking that if they win the argument, they will win the sale. So, when a prospect pipes up with an objection, their response is to jump right in with both fists swinging in an attempt to show how their logic can’t be beat. In other words, they are right and the prospect is wrong.

How do you feel … Read More

10 Keys to Sales Onboarding Success

key-96233_640The effectiveness of sales onboarding is critical. Not only is it the launch pad to sales success or failure, it also has a significant impact on both employee retention and engagement.

According to a study by the Aberdeen Group, employees in companies who offered effective onboarding programs showed the following results:

  • 71% of employees exceeded expectations as compared to only 8% in laggard companies
  • 72% of employees rated themselves as
Read More

7 Key Principles to Design Training for Millennials

study-1231396_640I grew up in the era of latchkey kids. I was used to figuring out and doing things for myself. After getting home from school, I had to figure out what snack to eat as well as how to get my homework done and dinner started. In addition, I was responsible for “babysitting” my three younger siblings until my parents got home from work.

Many Millennials did not grow up … Read More

Instructional Design: How Long Does It Really Take?!

the-hourglass-249950_640Have you seen those instructional design to development ratios? You know, the ones that show it takes 40+ hours to design and develop 1 hour of classroom instruction?

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

1 Question Every Sales Rep Must Be Able to Answer

berries-2558_640On 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

How to Know When Your Sales Onboarding Program Is Good Enough

map-455769_640Does your sales onboarding program feel like it’s never done? Are you making significant revisions every time you run it?

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

Is Your Sales Onboarding Too Long???!

salad-1264107_640Last 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

How to Screen Instructional Design Candidates

manager-308474_640Finding 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

4 Ways to Help New Sales Reps Get Beyond Features & Functionality

adult-1260380_640“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

How to Measure the ROI of Sales Training

calculator-428294_640(1)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