I’ve dealt with a lot of teams in sales training situations. Many times those training sessions include a role play, or sales simulation activity. And a small number of participants are reluctant to participate in the sales simulations. They feel exposed. They feel awkward. They feel anxious. If needed, I compare the sales simulation activities […]
How to embed learning in your team: the Ex4 method
Lack of implementation. It’s a major impediment to getting the return on investment you want from training. Have you heard about the studies that show up to 90% of what is covered in training is not retained after 4 weeks (also known as the Forgetting Curve first identified by Hermann Ebbinghaus in 1885). Or that […]
Selling HR services to other executives
Selling Human Resources services is easy – it’s all about adding value Note: Although this article discusses the HR function it applies equally to other corporate services. Within most corporate environments there is a focus on achieving tangible financial results. Companies – and executives – either thrive or suffer as a result of monthly or […]
Being comfortable is not always productive
When you think of being on a cruise ship, what comes to mind? Maybe having drinks at the bar; onshore excursions; being pampered; or lazy days in a deck chair! But it’s not all that easy. Being on a cruise ship can be confronting. Everyday there are challenges to overcome. Unless you stay in your […]
Ideas to create good sales habits
You know those bad habits we get. Like raiding the biscuit barrel during late night TV shows. Or slouching we when we sit. Or biting our fingernails. It’s hard to resist. We’re tempted. We get that short-lived surge of satisfaction when we do it. Before we know it we’ve let a new (bad) behaviour creep […]