Sales Planning Exercises
I am new to sales training and i am looking for training exercises for advanced sales planning, any help would be appreciated. Nicola I am new to sales training and i am looking for training exercises for advanced sales planning, any help would be appreciated.Nicola
How to maximize your compliance training impact
The reality of compliance training for most organizations goes something like this: Legal responsibilities and regulatory requirements continue to increase, budgets shrink, and seat time pressures rise — not quite the formula for a winning training solution. 53% of decision makers in organizations list having limited training hours available as one of their top two […]
How to create a good presentation
The word 'presentation' is enough to evoke feelings of dread in many of us – if we're giving them we want them to be confident & inspiring, if we're listening to one we just hope they're not dull. There are several key aspects to creating a good presentation – in this short video the imitable […]
Motivation is the ‘root cause’ of culture and performance
Until now, companies have never been able to define what really makes their employees tick, or to measure how motivated they or their teams are. But what actually is motivation and how can it really drive us as people? Combining the results of research in 2015 from Gallup, Blessing White and Towers Watson, an average […]
EQ vs IQ in the workplace
I’ve always been fascinated by Emotional Intelligence. Conventional intelligence (IQ) is so obvious, tangible, easy to measure. Someone is considered smart if they can reel off facts, retain information or have a high level of technical skill of some kind. These people are guaranteed to succeed, right? Not necessarily. I’ve often come across people who […]
Those Conversations We’d Much Rather Not Have
I once hired a colleague's husband to wallpaper and paint our hallway and staircase. The trouble is, he turned out to be an awful decorator. Really, really awful. Which was awkward. I knew I needed to have a conversation with him, which would result in either an improvement, or, more likely, him leaving and never […]
Great delegation or passing the buck?
Delegation skills are vital for all managers and team leaders. The advantages are immense. However delegation performed poorly leads to de-motivation, stress and low productivity. The delegator often blames the delegatee and tries to 'pass the buck' when very often it's their ability to delegate effectively that lies at the heart of the problem. "If you […]
Sales Training – Looking for a provider to deliver Sales Training & Closing the Deal
I work for a multi-national recycling and asset management company. The business has identified that the sales team need further development specifically in closing a sale. They currently struggle in their ability to clearly articulate the business value proposition, the differentiators, in defending price points and in up-selling other services. I am looking for a provider to design and […]
Optimism as a Skill
Did you know that there are more negative words than positive words in the English language? The capacity to emphasise the negative, rather than the positive, might be an evolutionary phenomenon stemming from the need to be risk aware. Whatever the reasons, a lot of research, including that carried out by Roy F Bauminster, Kathleen […]
There’s a link between assessments and performance
In a report on the use of assessments, the Aberdeen Consulting group in the US have found that there are correlations between organisations that perform well (in terms of performance and retention of staff) and who use assessments, and this includes 360 feedback, in a consistent way. One of the key drivers for using assessment […]
5 tips for finding the right e-training partner
When you have made the step towards partial or complete online training for your organisation, you don't want to end up with the wrong partner. A training programme is an intensive cooperation and a lack of research significantly decreases the success rate. Thoroughly investigate if a potential partner meets your standards, features and support requirements. […]
The way mobile training enhances the learning effect
Online training has made it possible for people to improve their communication skills wherever and whenever for a few years now. But within online training, a new development brings even more independency: mobile training. Statistics show that training happens more and more continuously. This enhances the effect. Tuesday training day Our clients’ employees practice their […]
The strategic importance of continuous training
If there is one thing that many sectors have in common in this economy, it is that new developments constantly succeed one another. Markets change and organisations that do not adjust their strategy on time, live to regret it. In such an environment, continuous training is a tool that should not be underestimated. How can […]
Changing Negotiation: From ‘What’s in it for me?’ to ‘What’s in it for us?’
We all need to negotiate – it’s an everyday part of our professional and working lives. Negotiations can be relatively simple: Agreeing who’s going to walk the dog or cook dinner – or at work, who’s going to respond to a customer complaint. Or they can be complex – negotiating with major stakeholders in a […]
Witches of Glum? It’s Just Nonsense Isn’t It?
I’ve made a career out of creating engaging, innovative training exercises, used by professional trainers around the world. But even I have to admit that at face value, some of them might seem a bit, well, daft. A good example is Witches of Glum, recently added to Managers’ Library. (A slightly different version is also available as […]
Nelson Mandela: pragmatism and vision in leadership
Released from prison 11th Feb 1990 aged 71 after 27 years imprisoned, Nelson Mandela subsequently received the Nobel peace prize for his efforts ending apartheid, becoming South Africa’s first black Prime Minister in 1994. Paul Russell of Luxury Academy London looks at the combination of pragmatism and vision in leadership. Even Mandela’s names tell us […]
Do you appreciate your ‘sloggers’?
Jenni Russell commented in The Times (4/2/2016) that bosses don’t notice the strong and silent types. It pays to be one of the office jumper-uppers. She comments that if you are one of those “sloggers” that “work hard, be competent and self-reliant, never panic in a crisis, willingly volunteer for late hours, and never draw […]
How to combat the January blues
The third Monday of any January is traditionally known as ‘Blue Monday’, the most depressing day of the year. In 2016 Blue Monday fell on 25 January. This was apparently calculated through a formula of weather, debt since Christmas, the time since failing our New Year resolutions, low motivational levels and no real desire to take action. The […]
Body language on the phone? You must be joking!
You could say that because body language is non-verbal, then it is impossible to read the other person’s body language over the telephone – you can’t see them! However surprisingly there are a number of body language indicators that could be detected. These include: Smiling on the phone. It lifts the tone of the […]
customer services training
i am a new trainer and wondering if anyone can help with ideas for customer training many thanks trev noble i am a new trainer and wondering if anyone can help with ideas for customer trainingmany thankstrev noble
