Understanding Sales Coaching

Virtually every sales organization of any size has some kind of sales coaching program or initiative in place. There’s not a sales executive on the planet that doesn’t agree: sales coaching is essential. They approach it different ways—with online sales training, remote coaching and various technology-based coaching tools. And yet… I recently completed 150 interviews […]

Trick or Treat (How Halloween’s Catchphrase Can Offer Insight Into Best Practices for Sales Training)

Halloween is around the corner. In the U.S., Britain, Mexico, Ireland, and elsewhere, children are preparing to go door-to-door. They will knock and shout “trick-or-treat” in the hope of scoring a sweet haul. It’s fun—but it’s also a metaphor to learn from. In the U.S., traditions of trick-or-treating for candy date back to the 1920s—roughly […]

Video Practice is the Best Way to Learn

As a young Bullfrog at Bret Harte High, to win scholarships for college, I entered speech competitions. I’d stand in my bedroom, practicing gestures, making eye contact with pictures on the wall, and giving my speech out loud. Repeating the live motions, as close to the actual event environment as possible, was the best way […]

The Evolution of Cold Calling: Understanding The Biggest Paradigm Shift in Prospecting

Cold calling is getting a bad reputation. In B2B situations, the best sales training teams are replacing cold calling with Smart Calling or Intelligent Calling. The latter is defined as the use of a combination of sales and marketing communication channels (i.e., the web, phone, video, physical mail, email, advertising, etc.) to gain Attention, Interest, […]

Sales Enablement Tools: Competency Thresholds

The key to a great coaching culture is a measurable set of competency thresholds. With it, sales coaches have the performance metrics needed to create a high level of accountability. Combined with online video training, competency thresholds help your sales team members learn, grow, improve, and master selling process fundamentals. There’s an old saying: “If […]

Save Time & Get Better Reporting with Interactive Training

Interactive training can get complicated. Not too long ago, one of our customers was trying to manage multiple systems to deliver training certifications for over 300 people at a time. She explained that they were using one system for their discussion board capability, another for document submission from their trainees, and Viddler Training Suite (VTS) […]

Why VR is Wrong for Interactive Training

Despite the hype, today’s Virtual Reality (VR) is unsuitable for online interactive training. Its high learning curve, production requirements, technology costs, and negative side effects make it a non-scalable, niche solution. However, 360 Video—a subset of VR—allows the user to be semi-immersed in an online scenario without the high overhead. Don’t get me wrong. I […]

The Flexible Work Boom and What it Means for Leaders

Less than a decade ago the U.S. experienced a recession. At the same time a sizable chunk of millennials were graduating from college. (I was one of them.) The result of this American job crisis, and tightened budgets in offices and homes– prompted alternative options for flexible work and living. The long term effect is […]