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4 Steps to Measure the ROI of Informal Learning

Sales Reps Engaged in Dynamic Conversation
As a manager, you may be missing out on one of the most valuable training tools: the interactions your salespeople are having. You can’t be with your sales team every hour of the day, but you know they interact all the time. The phone calls, text messages, IMs, and emails they send each other when they’re stuck and need help. They talk between appointments and sales calls, on the road and in person. You might think they’re talking about last night’s game or an upcoming vacation, but mostly they talk about work.... Continue Reading

Informal Learning Makes Great Performances Routine

observational learning in sales
Until May 6, 1954, no human being (as far as we know) had ever run a mile in less than 4 minutes. Experts believed it was impossible. But in Oxford, England, Roger Bannister broke the barrier that day by running a mile in 3 minutes and 59.4 seconds. Then something fascinating happened: only 46 days later, a runner named John Landy broke Bannister’s record with a time of 3 minutes and 58 seconds. A year later, three more runners broke the 4-minute barrier during a single race. How was this possible? How... Continue Reading

Agile Learning Gives Wholesalers and Advisors “Something to Talk About”

Conversation over coffee
Today’s post is by Joseph D. Kringdon, Principal, Kringdon & Associates/HMC. Joe spent several decades in the Wealth and Asset Management business, managing and leading both Advisors and Wholesaler Investment Consultants. Bonnie Raitt once sang, “Let’s give them something to talk about.” This is the dilemma that most client-facing personnel face when walking into a meeting with either a current or prospective client. In order to remain relevant and conduct engaging conversations (and more importantly to be invited back again) you need to have a fresh perspective or an insight that gets... Continue Reading

A Medical Device Maker Turns Budget Cuts into Better Sales Training Using Sales Readiness Technology

Man working on a laptop
We don’t normally think of budget cuts and belt-tightening as good things. Less may be more in fields like architecture and design, but in sales training, less money translates into fewer services and smaller (overworked) staffs. But when the sales training team at one medical device maker was facing budget cuts, they decided to respond differently. Instead of scaling back, they moved forward. By adopting Allego, they were able to dramatically improve the company’s sales enablement program with fewer resources—to achieve the fabled goal of “doing more with less.” Additional Challenges “We... Continue Reading