Instructional Design Ninja

4 Painless Ways to Incorporate iPads in Training

PoppletIf you believe the hype you read on the Internet and in professional journals, most organizations have successfully embedded technology into their training offerings. Employees making their way through branching scenarios in 3-D virtual worlds, participating in MOOCs, and clicking open custom apps to quickly access information is completely commonplace, right? Maybe not so much.

Of course, early adopters exist. But, in my experience, the vast majority of my clients … Read More

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
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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

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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