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For Last-Minute Prep Before a Sales Call, Give Reps a Video ‘Content Locker’

Before an athlete runs onto the playing field, or an actor walks on stage, you’ll find them in their locker room (or dressing room) putting on equipment or costumes, reviewing plays or running lines with fellow actors.   Just before “showtime,” they gauge the size and mood of the crowd to get a feel for the energy, and if they’re mute (or hostile), they’ll have to overcome it   Although sales reps are also performers, most don’t have a physical locker room where they can do last-minute prep before the game, especially... Continue Reading

To Boost Adoption of Modern Sales Learning Tech, Follow the ‘7 C’s of High Engagement’

One mistake often made by early adopters of new technology is that they assume everyone will automatically embrace their favorite new technology, product, or service. “How can they not fall in love with this?” they think. “The benefits speak for themselves!” Unfortunately, the benefits of even the most revolutionary products aren’t always self-evident. According to Business Insider, for example, the man who introduced the umbrella to Britain’s streets in the 1750s (Jonas Hanway) was pelted with garbage and insults by his fellow pedestrians. Don’t Take Engagement for Granted To our knowledge, no... Continue Reading

Personalized Sales Training : A Modern Learning Advantage

Once upon a time, “personalized training” meant printing the names of workshop participants on their handout folders. Today, this key component of modern learning means exactly what it says – sales training that is genuinely personalized, genuinely “just for me.” What are the advantages of personalized sales training? Training tailored to the individual offers two forms of value: It saves time (the sales reps’ time), which also builds trust. They know you won’t bore them with topics that are irrelevant to their jobs and immediate goals. You produce better sales outcomes by... Continue Reading

5 Reasons for Sales Trainers To Adopt Modern Learning Systems

In Back to the Future, protagonist Marty McFly encounters a phenomenon familiar to many new sales reps – the “Shock of the Old.” Of course, Marty was thrust from the world of PCs, VCRs, and cordless phones (1985) into one where crisply uniformed Texaco attendants scramble to clean the windshields, check the oil, and fill the tanks of vintage cars (1955). By contrast, today’s sales reps are transported from the realm of smartphones and digital apps – commonplace features in their personal lives – to training environments where these tools don’t yet... Continue Reading