Studies of "successful" compared to "average" sales people have shown that successful sales people behave differently in the client meeting and as a result they are more skilled at uncovering the customer’s needs during the initial sales discussion. (more…)
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Raising The Profile Of Selling As A Career
The demand for highly qualified sales people - such as those with degrees in engineering, economics and the sciences - is constantly increasing. In many companies, however, it continues to be difficult to attract appropriate applicants for sales posts. Selling is so unpopular in the minds of this target group, whereas its sister discipline, marketing,…
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Using Role Play to Improve Customer Service Skills
Managers and supervisors of customer service teams are tasked with ensuring their team members consistently deliver high levels of service. To do this they must ensure that they regularly provide training for their team members to ensure that bad habits do not creep in and become "the norm". Much of this training can be on…
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10 Things To Do To Be A Better Manager
In this training article we provide ten ideas that can help you to become a better people manager. These ideas will help you to shift your focus from managing the performance of those reporting to you to developing it. This management approach has been proven to meet modern employees’ needs more effectively and to improve…
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Better Performance Appraisals
How do you view performance reviews? Many employees and their managers dread them in equal measure. Managers frequently complain that they take up too much of their valuable time (if they are done at all!) and actually, no one is really sure what the overall purpose of the appraisal system is. If this is you……
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Supporting Learning Transfer
If one of your employees attends a training course do you want the business to get a return on your investment in that employee? Silly question - of course you do! So what can be done to ensure this happens? (more…)
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What Your Desk Says About You
Would you consider yourself a productive person? Before you read any further, please take a good look at your work desk. What is on it? Is it covered with piles of files and paper work? Or is it neat and tidy? If your desk isn’t always neat and tidy does it really matter? Some recent…
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How to Keep Your Best People
Whilst the outcome of the Brexit negotiations will not be known for a while, one thing a number of organisations are concerned with right now is being able to recruit the right people to ensure continued business growth and success. However, another important consideration for managers to tackle today is preventing unnecessary and expensive churn…
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Training Design – Why Use Group Work?
In training design, group work is known to be particularly beneficial. Recent research on how the human brain remembers things has shown why this is the case. (more…)
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Effective Training Strategy & Design – Truth vs. Fiction
There are many “myths” which have grown up around good learning strategy and training design. It can be hard to know which of these are valid and which ones are simply not true. In this blog we look at the research into neuroscience to help identify truth from fiction. (more…)
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