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Viewing posts in the Message Consistency category

“Managers Think They’re Good at Coaching. They’re Not.” according to Harvard Business Review

This article originally appeared on hbr.org. Authors: Julia Milner and Trenton Milner Julia Milner is a professor in leadership, academic director of the Global MBA program at EDHEC Business School in France and an honorary professorial fellow with the Sydney Business School in Australia. Trenton Milner is the general manager of the International Centre for Leadership Coaching. Are you successful at coaching your employees? Many managers tend to think they’re coaching when they’re actually just telling their employees what to do. This is hardly an effective way to motivate people and help... Continue Reading

A Medical Device Maker Turns Budget Cuts into Better Sales Training Using Sales Readiness Technology (Pt. II)

sales_training_roi
When the sales training team at one medical device maker was facing budget cuts, they decided to move forward instead of scaling back. By adopting sales learning and enablement technology, they were able to dramatically improve the company’s sales enablement program with fewer resources. Interactive, Self-Guided and Streamlined After training the sales managers in how to use Allego’s technology, the sales training team was now ready for “a behemoth task” – reinventing the new-hire onboarding program. Once upon a time, the team thought the existing program was “awesome.” But after growing accustomed... Continue Reading

3 Coaching Tips to Help Reps Overcome Sales Objections

If you were a movie producer, would you ever say this to your actors? “Don’t bother coming to rehearsals. Just be poised and confident in front of the camera. Oh, and be ready to improvise in case the other actors see an opportunity to take the scene in a different direction.” Probably not. Yet when it comes to preparing sales reps for customer objections, that’s exactly what many managers tacitly say: “I know we didn’t practice responses, so just be confident and get ready to think on your feet. You’ve got this.”... Continue Reading

How Allego Helps Sales Trainers Solve The ‘One-Room Schoolhouse’ Dilemma

How to Solve the One-Room Schoolhouse Dilemma
When it comes to national sales meetings or product launch trainings, smaller sales training departments face the same dilemma as one-room schoolhouse teachers: How do you leverage your limited time and resources to train a diverse group of people—all at the same time? If learning content for the event is too advanced, new hires may get hopelessly lost. If it’s too basic, you risk putting the experienced reps to sleep. At large organizations, the simple solution is to divide the reps into different classes, design customized content for each class, and run... Continue Reading