The Allegories Blog

If every new hire were a prodigy—a natural-born top seller—sales trainers, enablement professionals, and instructional designers would be out of a job. Creating results-oriented training programs would be as simple as handing out product manuals to new reps and then turning them loose in the field. But, salespeople who walk into the role and succeed without training are in short supply. What this means (in addition to job security for learning professionals) is that effective training needs a solid blueprint. And a great example by sales enablement leader, Mike Kunkle, is the... Continue Reading

According to Meet the Modern Learner, a presentation by global industry analyst Josh Bersin, “Today’s employees are overwhelmed, distracted, and impatient.” They check their phones constantly; they won’t watch long videos; and they really don’t want to sit through lengthy classroom lectures. Instead, they want to learn from their peers and managers, as well as experts, and take control over their own development. As a training professional, how do you manage modern learning–especially when some classroom training is required? Flip the Classroom Blended learning is one solution; in particular, a ‘flipped classroom.’... Continue Reading

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

Chris Gish had a problem. The Vice President of Sales at a global pharmaceutical company needed to certify the sales force on a new indication (read: usage) for one of the company’s drugs. On one hand, learning about the new indication wouldn’t require that much training. On the other, the firm’s 140 reps were scattered across the country, so flying everyone to HQ for a relatively short meeting would be a waste of both human and financial resources. In the past, Gish would have simply resorted to using video conference software to... Continue Reading