Viewing posts in the Best Practices Sharing category
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How to Make Sales Content More Engaging
In the last few years, mobile video technology has transformed the way we learn and consume content at work. But modern learning technology by itself doesn’t drive better engagement and learning outcomes. To be effective, a training program must also incorporate modern learning practice. Keep the Sales Learning Content Bite-Sized Whether it’s delivered by mobile video, PowerPoint or a “live” human, a 60-minute lecture is still a 60-minute lecture – one that will prompt many reps to disengage. A key principle of modern learning is that content should be broken into small,... Continue Reading
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3 Reasons Why Your Sales Training Fails To Produce ROI
Today’s sales training and enablement professionals can’t afford to be dismissive of ROI: if your sales training and coaching programs aren’t generating tangible results – in terms of higher revenues, faster ramp-up, shorter sales cycles, etc. – you need to find out why and apply the available fixes. In our experience, there are 3 reasons why sales training programs fail to produce ROI. Sales managers don’t prioritize training At many organizations, sales managers are under pressure to prioritize immediate, short-term goals over those that are longer term. Because the managers... Continue Reading
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How to Fortify Compliance in Financial Services [Case Study]
Allego gives financial services firms unprecedented visibility into what their salespeople say in the field. The resulting improvements to customer conversations have major implications for enhancing revenue performance. However, the window they gain into whether or not those conversations are compliant is equally valuable. Background Founded in the early 20th century, this firm is one of the oldest asset management companies in the world. With rapidly changing financial markets, they sought a platform to disseminate time-sensitive, critical information to their geographically distributed sales organization in the form of easy-to-create videos. Specifically, the... Continue Reading
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5 Tips for Users Generating Content
Video doesn’t need to meet the production standards of Hollywood filmmakers to be an effective learning and communications tool. Above all, content is king, and salespeople willingly trade production quality for user-generated video because it gives them timely nuggets of wisdom articulated by peers and trusted experts at their company. That said, if the quality of a mobile video is poor—if it looks like you’re having a conversation during an earthquake or while your hair is catching on fire—it distracts the audience. Fortunately, given our smartphones’ near professional quality cameras nowadays, we... Continue Reading