My comments today continue from another recent post, “Are There Too Many Salespeople in the World?” One of the points I made was that in my experience, in the critical area of sales team development, most H.R. departments are about as useful as a chocolate fireguard. Harsh words? I don’t think so. I really do […]
Do You Know What You Don’t Know?
It has been suggested that “ignorance is bliss” but I am afraid that I do not subscribe to that viewpoint in any way. This is particularly true in the harsh and sometimes unforgiving sales arena, where careers can be destroyed overnight, and lives changed forever In the old days, long before the Internet was even […]
Current Stock Market Thinking About Sales Training
The dichotomy facing sales leaders is how they reconcile the fact that most corporations today provide less upfront training for their sales staff than in years past, yet attach increasing importance to staff development? This should not come as a surprise, because current stock market thinking provides a powerful disincentive for firms to invest in […]
Leadership: The Debate Continues – Coaching versus Traditional Training?
People may learn a great deal on development courses, but when they return to the workplace they often have difficulty integrating what they have learnt into their day-to-day work. Quite often, what they may have learnt simply slips from their minds. I believe that between 50% and 70% of an organization’s climate – and hence its […]