Training sales managers is often a challenge. Lets face it...theyre jaded, overworked, have lots of responsibility, and often were never trained to do their jobs. In fact, in most cases, sales managers became sales managers because they were top performing salespeople. ... More »

Human Capital , Sales Enablement , Workforce Development

Coaching and Mentoring , Management Development , Selling Skills , Skills Gap

Recovery is making good on a mistake. No matter how hard you try, you, or the company you work for, can make an error. Think of a mistake as an opportunity to regain the customers loyalty. As you read in Step 2, customers who have a problem that gets resolved are actual... More »

Human Capital , Sales Enablement

Business Impact , Coaching and Mentoring , Human Performance Improvement , Leadership Development , Selling Skills , Social Learning

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 term price specifically refers to the true cost and value to your customer. Value is what a customer gains from the experience of purchasing your product or servicea combination of a superior product provided by superior people, who create a place that is engaging a... More »

Global Human Resources Development , Human Capital , Sales Enablement

Business Impact , Economy , Measuring and Evaluating , Selling Skills