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Shorten Time to First Sale with Peer-to-Peer Training

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What do “old school” onboarding programs have in common with a reality-TV show? In reality shows, contestants are often dropped into a new environment to see how long they’ll survive. After traditional onboarding, newly hired sales reps are metaphorically dropped into the competitive wilderness to see if they can survive selling products they don’t know very well.  The results are often as you’d expect: low success and high turnover. The Outcomes of Sales Onboarding “It’s like suddenly getting pushed into the deep end of the pool,” said Joe Baker, Sales Development and... Continue Reading

Lack Of Empathy Is A Sure Fire Way To Lose Customers

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Today’s post is by Colleen Stanley, president of SalesLeadership—a leading sales development consulting firm that specializes in emotional intelligence and consultative sales skills training. Colleen was named by Salesforce as one of the eight most influential sales experts of the 21st century, and is the author of the best-selling book, Emotional Intelligence For Sales Success. Companies are always focused on new strategies to acquire clients.  Money is invested in technology and marketing to ensure the sales pipelines are full.  Investments are made in PR, SEO and artificial intelligence. But often, these proactive... Continue Reading

Capturing The Collective Wisdom of Financial Advisors

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Financial advisors often lack timely access to critical information for expanding their practice and articulating their firm’s unique position amidst industry disruptions. Traditional training and communication tools are too slow for today’s increasingly volatile markets. Advisors need information quickly, and they want to hear from their peers. The Impending ‘Brain Drain’ in Wealth Management The impending financial services “brain drain,” a phenomenon driven (in part) by Baby Boomer retirements, is an example for which capturing the wisdom of subject matter expert is essential. As large numbers of experienced financial advisors and insurance... Continue Reading

How to Make Sales Content More Engaging

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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