Tag Archives: sales training

Evaluating Training Programs: Part 3 of 3

Measuring Training Programs – Beyond the 4 Levels In our two previous blogs we've briefly covered two of the four levels of evaluating training from Donald Kirkpatrick's book Evaluating Training Programs: The Four Levels. Kirkpatrick's Level 1, surveys trainees to … Continue reading

Posted in Business, training | Tagged , , , , , , , | Leave a comment

Measuring a Training Meeting’s Value

Training measurement from the ground up. Using Kirkpatrick's four levels of evaluation Marketing departments have a host of metrics that they can use to justify the effectiveness of their advertising for a brand, a product launch, or even an individual … Continue reading

Posted in Business, training | Tagged , , , , , , , , | Leave a comment

Training Strategies and Tools – The Checklist

Effective Learning that Lasts You've just completed your best training ever (you think), and now you're waiting for the results. Your concern is that previous trainings have resulted in early lifts in job performance, but that after a few weeks … Continue reading

Posted in training | Tagged , , , , , , , , , | 1 Comment

Understanding Zig Ziglar

Motivation and Work Zig Ziglar died last week at the age of 86. Known for his motivational speaking and many books on selling such as See You at the Top, Ziglar's own success is a rags to riches story. The … Continue reading

Posted in Business, training | Tagged , , | Leave a comment

Curing the Curse of Knowledge in Training

Knowing When Trainees need a KISS. In our last blog we discussed the Curse of Knowledge dilemma in training. Trainers often know too much. Since they can't remember what it was like NOT to know, they become ineffective at teaching … Continue reading

Posted in training | Tagged , , , , | 1 Comment

Training Programs and The Curse of Knowledge

Is it better not to know too much? When working for a manufacturer, I asked a group of product trainers, “How important is it to have a thorough knowledge of a product in order to be effective as a trainer?” … Continue reading

Posted in training | Tagged , , , , | 3 Comments

Peter Drucker’s Advice: Don’t Solve Problems – Pursue Opportunities

How do you spend your day? Professor, writer, and business consultant Peter Drucker, spent over 60 years advising some of the world's leading executives. Drucker identified eight practices of effective executives. One of them was: “They were focused on opportunities … Continue reading

Posted in Business | Tagged , , , , , , , | 1 Comment

Setting Your Training Objectives

Training Objectives Once you have commited to a training program, it's a good idea to think about your training objectives. Don't think that you can simply repurpose your company goals as training objectives. Objectives need to be much more specific … Continue reading

Posted in Management, training | Tagged , , , , , | Leave a comment

Determining Your Training Needs

Training Needs Analysis – A First Step If you think you might need a training program for your sales force, the first step is to conduct a needs analysis. A thorough needs analysis will take some time and effort, but … Continue reading

Posted in Management, training | Tagged , , , , , , | Leave a comment

Your Training Problem

Do you think that you have a training problem? I don't think so. If you went to the hospital with a broken arm and they put a cast on your arm would you say that you have a cast problem? … Continue reading

Posted in Management, training | Tagged , , , , , , , , , | Leave a comment