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In case you missed it: ATD TechKnowledge 2018 Takeaways

Just rushed back from ATD TechKnowledge in San Jose, CA to bask in this Boston heatwave of near double digit temperatures while we get ready for the upcoming Pats victory at Super Bowl LII. Before casting aside our moisture wicking thermals and finally rocking some single layer outfits again, I want to highlight key takeaways from this year’s conference. One thing’s for sure, the broader L&D community is adopting innovations pioneered by the Sales learning and training group: 1. Mobile is gaining ground in the world of L&D With numerous sessions about... Continue Reading

Reinvent Sales Training or Risk Wholesaler Irrelevance

The asset management industry’s ongoing evolution is creating significant change for distribution leaders.  Fund wholesalers in particular are under enormous pressure. A recent Ignites newsletter article ‘Wholesale Change: Skilled People ‘Are Going to Have to Reinvent Themselves’ summarized how funds’ data-driven sales processes, growing product/platform complexity, increasingly time-pressed advisors, and the internet’s erosion of wholesalers’ information advantage make a hard job even harder. To survive, wholesalers must broaden and deepen their knowledge as well as master new skills so that they can bring personalized, strategic insight to conversations with advisors. “The product... Continue Reading

The State of Sales Training ROI

First in a series of posts about the ROI of sales training. As mobile video-based sales learning platforms move beyond visionary early adopters and into the mainstream, Allego has been working with customers to more thoroughly capture and measure the business impact of investments in sales learning. At last June’s Sales Success Summit, our customer conference, attendees chose ROI as the topic they most wanted us to cover. Since the data and best practices we collected apply more broadly than to just Allego customers, we’re sharing them through a series of blog... Continue Reading

Sales Learning Survey Results: Reps vs. Managers

Ever get the feeling your salespeople aren’t quite seeing the importance of something you know is crucial? Many of us have experienced it. Misalignment is an ever-present issue in business.  Managers are battling it constantly — like Thor and Loki, or Listerine and bad breath.  Fortunately, a recent survey by Allego and the Sales Management Association (SMA) sheds some light on misalignment in the realm of sales learning. Where Opinions Differ A gap exists between what sales managers and reps view as important.  Training topics are bound to hold different meaning for... Continue Reading