It is fairly common knowledge that even today in most industries, a very high percentage of training budgets are spent on “product knowledge” workshops and training sessions. This is understandable to a degree, particularly in the more technical sectors, but what about all the other types of “knowledge”? That statement is guaranteed to produce a […]
“Above all, I want to work with a manager from whom I can learn.”
Let’s face it, nothing is more important to people than their OWN success. The development of our people is not something to ignore or leave to training departments. The responsibility is ours. We must make sure our people have the right knowledge, skills and attitudes to do their jobs and to do them well. Development […]
Why Generalized Sales-Training Programs Don’t Work
In my opinion, hundreds of millions of dollars worldwide are wasted every year on irrelevant, unnecessary or inappropriate sales-skills development and there are four obvious reasons why. To begin with, the typical one-day seminar may supply a short-term motivational buzz and provide the delegate with a number of thought-provoking ideas. However, in reality, once these […]
So What Exactly What Makes a Great Sales Coach?
For managers, developing others’ abilities is critical indeed, it’s the emotional competence most frequently found among those at the top of the field. This is a person-to-person art, and the effectiveness of counselling hinges on empathy and the ability to focus on our own feelings and share them. Research suggests the best ‘coaches’ show a […]