As I peruse the 2010 first quarter results for companies such as PC Connection and O'Reilly Automotive, one major trend emerges. Both companies have a solid quarter because of their strong sales performance. The companies grew sales and earnings and improved operating m... More »

Sales Enablement

Beginner Level Content , Business Impact , Selling Skills , Trends

"What have you done for me lately?" That question is running through the minds of the sales executives, sales managers, and sellers you work with on a daily basis. If you're a sales trainer who answers this question with the number of programs you facilitated or the res... More »

Learning & Development , Sales Enablement

Competencies , Human Performance Improvement , Selling Skills , Skills Gap

A group of sales managers learns that when it comes to coaching their employees, telling ain't training. More »

Global Human Resources Development , Sales Enablement , Career Development , Learning & Development , Workforce Development

Coaching and Mentoring , Global Workforce Development , Human Performance Improvement , Selling Skills , Training for Multiple Cultures , Beginner Level Content , Engagement , Change Management , Management Development

A training department learns that participants must practice what is preached to make knowledge and skills stick. More »

Learning & Development

Delivering Training , Designing Learning , Selling Skills , Training and Development - General

When Asha saw Mike's name appear on her phone screen, she took a deep breath before answering. She knew the questions that would be asked, and she was clearly uncomfortable about verbalizing the answers. Making sure that the roof doesn't leak on your next e-learning pro... More »

Learning & Development , Learning Technologies , Sales Enablement

Business Impact , Curriculum Alignment , Delivering Training , Designing Learning , E-Learning , Innovation , Measuring and Evaluating , Selling Skills , Skills Gap , Training and Development - General