All Entries in the "Research" Category

Learn to be a Problem Solving Expert!

Solving Problems

According to the World Class Selling book “New Sales Competencies”, Solving Problems involves “Creatively bringing new or alternative perspectives forward to overcome difficulty or uncertainty.”

How do we make it easier for you to manage solving problems? Let’s break it down to a manageable effective action.

Facebook can DESTROY your brand!

DO THE RIGHT THING.  Tell the Truth.

WHY is Social media is so IMPORTANT to business today? Take at look at this alarming research. You cannot ignore the power of Word of Mouth and Consumer opinion anymore. It will “make you or break you”. LEARN SOCIAL MEDIA if you want to be successful in Sales and Marketing.

How to Map Sales Alignment

A Practical Summary Map of the Sales Process.

In aligning Sales Training Processes, we want to take a look at several areas that show “how” sales organizations can be operated with top efficiency. In our earlier post, Aligning the Sales Process, we discussed “Tangible Action Items”.  Here is what the tangible action item list looks like in detail.

Aligning Sales Training ROI

Aligning the ROI Institute / Phillip’s  ROI Methodology to Sales Training

Dr. Jack Phillips of the ROI Institute created a 5 level ROI Analysis program that measures and evaluates the cost and impact of training after the training is delivered. We will spend several posts looking at this ROI Analysis Program to help you understand how your training and development action plans affect Human Performance Improvement and Financial Forecasting.

ROI Measurement in Training is the one of the most sought after metrics being demanded by business leadership – to ensure that training meets the business and financial needs of the company.

The Jack Phillips ROI Methodology is a comprehensive measurement and evaluation process that collects six types of measures:

1.  Reaction and Planned Action

2.  Learning and Confidence

3.  Application and Impact

4.  Return on Investment

5.  Intangible Measures

This balanced approach to measurement includes a technique to isolate the effects of the program, project or solution.

Please note: The ROI Institute will be presenting at the ASTD International Conference and Expo:

Sunday, May 16, 2010 at 8:00 a.m. – 9:15 a.m.

A Two panel discussions dedicated to measurement and evaluation.

Hosted by: Dr. Patti P. Phillips twitter.com/ppphillips

Are your Sales Goals “Unachievable”?

What do your Sales Reps Think?

According to an article on a Bloomberg BusinessWeek blog, posted 5 April 10 by Josh Setzer, He comments on the advice of a Coach he interviewed entitled: “Run Your Stars Hard”. After asking several sales people in a survey about meeting expectations, 73% of reps believe that their sales goals are unachievable. WHY?

Sales organizations do ask a lot from their sales representatives, particularly in an economic slump, and as Sales Managers continue to push them to drive performance harder, burnout is a risk – which leads to gross under-performance. Where is the positive psychological SALES MANAGEMENT BALANCE in this? From a Sales Training perspective, it sounds severe. There are logical arguments for slowly growing the behavior of your team members through practice and patience. But, there is an ROI to worry about when you are investing in your sales performers.

Is it FAIR to push your Sales Reps and set them up to think they have unrealistic goals?

Should high expectations after training be enforced (or else)?

or

Should training be based on individual Human Performance assessments to build each team member?

or

Should the company tell the Sales team member that their performance is being monitored against business ROI?

POST A COMMENT and let us know!

We will discuss it!