Just a quick note today to announce that I’ve been selected as a presenter at the Dallas ASTD 2011 Southwest Learning Summit (SWLS). I’ll be speaking about my performance lever work. ABOUT THE SUMMIT Dallas ASTD 2011 Southwest Learning Summit and Exposition When: Tuesday, August 9, 2011, 8:00 a.m. to 5:00 p.m. Where: Plano Centre, […]
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Recently, I heard from a social media networking contact who has been away from sales enablement for awhile but is heading back into the field. He asked if I might suggest a few programs, approaches and resources to review. His goal was to catch up on “more current thinking and approaches to developing a sales force” […]
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Given a choice between having well-designed, validated psychometric assessments as a balanced part of my selection process or not, I’d choose to have them, every time. In the now-famous words of Jim Collins, there are few things as important as getting the right people in the right seats on the bus. Educate, aka Hit the […]
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While there are multiple reasons to study the production metrics of your sales force, one of my favorites is to conduct a Performer Analysis. The goal of a Sales Performer Analysis (or perhaps I should say, ‘my’ Sales Performer Analyses) is to decide who to study to determine best practices, as well as the differentiating […]
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I Was Born a Poor Training Child When I was new to the sales training field, I was fortunate to have some great mentors. They were business professionals, not training experts, and they helped instill in me a laser-focus on improving performance and proving value of my training and other performance initiatives. I’m grateful to […]
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This started in a LinkedIn group today, when I read a headline that screamed “Sales Training Doesn’t Work.” I responded there, but was compelled to migrate my thoughts here to share the issue more broadly. Lucky you. It’s Shock Value (Nothing to See Here, Folks. Move Along Now.) Of course, after a few taunting words, […]
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I responded to another blog’s call for coaching ideas today, and it dawned on me that it’d be a good post for the Neuron Nexus. I recognize that there are many variations of coaching and many professional and personal settings in which coaching can be applied, but because of my background, when I hear the […]
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It’s official – I’m a worry-wart, a heretic, and a Luddite. There, I said it. I feel like a heretic lately, even though I swear I’m not and don’t generally like Luddites. And I rarely worry too much… well, until lately. What’s got me going? Are you sitting down? What’s My Problem? Social learning, informal […]
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