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This guide offers a sensible and practical approach to improving the performance of your sales team. In it, we explain the reasons why traditional approaches to sales training don’t work and, more importantly, provide an alternative sales capability development solution which is proven to give you better results.
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In this paper, we will look at why participant buy-in is critical and consider the practical elements of designing an effective Development Centre event. Having read this guide, you will be in a position to start designing a Sales Development Centre and begin the process of real and lasting sales capability development within your team.
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The focus of this guide is the successful implementation of targeted blended learning. This information is designed to help you select the right development options for your sales professionals, meeting the needs identified during the Sales Development Centre.
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In this final advice guide in the series, we consider measurement, the acid test of any learning and development intervention, the point where you seek to answer the all-important question ‘Did the intervention achieve the intended results?’
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The 360º feedback process and how to get it right.
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What makes a great Leader? Defining the key characteristics of a successful leader based on historical observation and research.
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How 'fit' are your current Leaders? The importance of the leader in relation to the culture of the organisation.
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The X-factor that differentiates great leaders, Learning Agility is the 'governor' of behaviour and potential.
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Support and advice on managing the effects of recession and the new requirements of a leader.
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Considering the practicalities involved in discovering great leaders that will 'fit' your organisation.
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