The following information was collected in an ASTD Sales Training SIG event in Atlanta, Georgia. In this session conducted by my company, DrawSuccess, participants were asked about barriers to success in sales challenges faced when training salespeople qualities of an e... More »

Sales Enablement

Beginner Level Content , Engagement , Selling Skills

Purpose The purpose of this return-on-investment (ROI) study is to forecast the estimated potential benefits for human capital solutions as they relate to strategic company growth plans. Background MA Publishing* (fictitious name) is a subscription publishing company th... More »

Human Capital , Sales Enablement

Business Impact , Change Management , Economy , Engagement , Human Performance Improvement , Jobs , Measuring and Evaluating , Skills Gap

The ability to think from other peoples organizational and personal perspectives is central to building institutional support and selling training and development. Each area of an organization represents a frame of reference. Because our work serves all areas of the bus... More »

Learning & Development , Sales Enablement

Assessment , Engagement , North America , Selling Skills

Note: This article excerpted from Building Business Acumen for Trainers: Skills to Empower the Learning Function and is used with Permission by the Publisher, Copyright2006 John Wiley & Sons. Listening is an essential skill for selling T&D in an organization. Li... More »

Learning & Development , Sales Enablement

Beginner Level Content , Engagement

As people come to terms with the increasingly challenging and competitive environment, many acknowledge the need to constantly challenge their performance and their ability to implement major change. Continuous improvement and innovation, customer-driven focus, partners... More »

Human Capital , Sales Enablement , Workforce Development

Change Management , Engagement , Human Performance Improvement , Leadership Development , Management Development , Trends