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Viewing posts in the Sales Enablement category

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

5 Ways to Boost the ROI of Your Sales Training

5 Ways to Boost the ROI of Your Sales Training
Every organization seeks a healthy return on its investments, but when it comes to boosting or even measuring the ROI of sales training, things can get tricky. For one thing, it’s not easy to predictively align activities such as training exercises and learning retention with tangible outcomes such as productivity and revenue. Even when this is accomplished, it can be difficult to prove causation instead of mere correlation – e.g., that a newly taught objection-handling response is responsible for closing more deals, rather just the innate talent of your latest batch of... Continue Reading

“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

What Lies Beneath… A Closer Look at the ROI of Informal Learning

Informal Learning
If the entirety of the learning which training organizations support is an iceberg drifting in the ocean, the tip of that iceberg (10%) consists of formal learning: classroom trainings, in-person sales meetings, and instructional online videos and quizzes. This is where reps spend the least amount of time learning. Instead, they spend the majority of their learning time (90%) swimming the depths on their own seeking informal learning from peers, their managers, subject matter experts, and even external information sources. This modality of learning goes mostly unseen and unsupported, despite the fact... Continue Reading