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  • The 5% Solution: Not Noticing You’re Missing
    The 5% Solution shows managers how investing just 5% of each regularly scheduled performance management conference fulfills their responsibilities of stewardship of their vital human resources. Article Author: David Biemer, Ph.D. Would you invest 5% of a performance discussion with a top performer if it meant preserving the good work that makes him or her invaluable? As a responsible manager, maintaining your human capital is a priority. You know success relies on execution; and execution depends on people. People make decisions; take actions; achieve results. When there’s a risk that the talent that fuels key functions could soon go away, preserving that talent becomes urgent.  It was urgent for me as chief learning officer of one of the largest state agencies in Texas. I was in charge of developing a statewide program to stop the brain drain we were facing due to retirements, promotions and other forms of attrition.  I muddled around and... Read more »
  • The Psychology Behind Creating a Sales Readiness Culture
    Overcoming the “forgetting curve” to enable sales rep retention and application of knowledge and skills.Article Author: Pat Lynch, VP, Enablement Excellence and Innovation, MindTickle Each day, salespeople are increasingly challenged to remember crucial information that could make or break a deal. They need to keep updated on the latest company and competitor news, as well as any changes in the features and functionality of their products and services. This is all a precursor to applying innovative selling tactics and skills to help them reach the “moment of truth” in any customer conversation. It’s a recipe for information overload, which is likely to result in loss of productivity and effectiveness. In fact, recent studies have shown only about 37 percent of salespeople are spending their time on revenue-generating activities. A primary method to keep salespeople from feeling overwhelmed and enable them to make a behavioral change is proper learning (versus just “training”) and... Read more »
  • Diamonds in the Rough: Work Lessons from Chicago Cubs President Theo Epstein
    Nowadays, I am fascinated by organizational lessons and how they might apply to my worklife. Theo Epstein’s expert helming of the Chicago Cubs offers myriad lessons for study and inspiration.Article Author: Jeff Burdick Baseball is a pastime, but it continues to teach me nearly as much as I learned in school. As a player, I learned the benefits of repetitive preparation, patience, controlled determination, and how mastering small details can net big advantages. Watching my teammates gave insight into human nature and dynamics, and my varied player-manager relationships taught me how to handle authority, both good and bad. Nowadays, I am most fascinated by organizational lessons and how they might apply to my worklife. Theo Epstein’s expert helming of the Chicago Cubs offers myriad lessons for study and inspiration, so I wanted to share four aspects of his approach that I reflect on continually. 1. Outperform your outside counterparts Epstein regularly reminds his front office... Read more »
  • Training Top 125 Best Practice: Client Centered Solutions at Hagerty
    Aining to enhance employees’ sales capabilities, the Client Centered Solutions (CCS) model establishes expectations, common language, skills, and behaviors across all sales roles and segments.Article Author: Edited by Lorri Freifeld To advance its sales capabilities, classic car and boat insurance provider Hagerty established a sales model that captures the company’s best practices and aligns them with its unique value proposition and clients’ needs. The Client Centered Solutions (CCS) model establishes expectations, common language, skills, and behaviors across all sales roles and segments. Program Details To support the development of the skills and behaviors represented in the model, Hagerty Service Center managers and Agency Sales Team members participated in multiple sessions that included an instructor-led overview, call observation, role-play, group call reviews, and calibration sessions. The role-play scenarios allowed participants to practice newly learned skills and to observe others completing the exercises. After a manager or sales member practiced the role-plays in a classroom... Read more »
  • Challenges and Advantages of Mobile Learning in Training
    The best way to overcome the challenges of mLearning is to take every opportunity to explore its potential in training. That means integrating with more traditional classroom and desktop models, and setting expectations that individuals will spend time with content outside the workplace setting.Article Author: Farhan Aqeel, Content Manager - Marketing, WizIQ Mobile learning has swept the corporate world, replacing traditional learning in many areas. The challenges and advantages of mobile learning in training are numerous. These are mostly related to the benefits and drawbacks of using devices to facilitate learning that formerly occurred in a classroom or on a big-screen computer. Mobile is not going anywhere, of course. Mobile learning—or mLearning, as we increasingly refer to it—offers numerous applications that can make workplace training more effective. For instance, did you know that without reinforcement, the brain forgets up to 90 percent of what it learns? A full 50 percent is forgotten within... Read more »
  • Winning the Talent War #8: Fast Feedback: A Simple Model for Managing Like a Coach
    Remember the acronym FAST—frequent, accurate, specific, and timely. Add it to the core competency of coaching—feedback—and you get a simple model that is easy to learn and easy to teach to other managers: FAST Feedback.Article Author: Bruce Tulgan, Founder and CEO, RainmakerThinking, Inc. According to study after study, the relationship individual employees have with their immediate manager is the No. 1 factor in productivity, morale, and retention. By far, the best results occur when employees describe their manager as a “coach.” So what does it mean to “manage like a coach”? Responsive communication, or feedback, is the key to coaching. The person being coached performs, and the coach responds, over and over again. As much as it is a technique, giving constant feedback is a habit. Every instance of performance gets a response. For most managers, that’s a hard habit to get into. It takes time and energy to stop what you are... Read more »
  • When Workplace Praise Isn’t Even-Handed
    Author: By Margery Weinstein Articles online touting the importance of praising employees abound. One I found by Justin Bariso on Quartz at Work notes the impact praise can make when it highlights a specific accomplishment in place of the generic “Good job!” But what I haven’t seen addressed is what to do when praise from a manager isn’t even-handed, meaning the manager uses it as a tool to prop up an under-performing favorite or personal friend, or to create a false equivalency between two employees with vastly different levels of performance. I’ve been on the receiving end of both of those experiences. I’m currently experiencing the frustration of watching as praise is delivered to an undeserving person. I watched last Friday as the head of my department sent an e-mail to the employee he’s desperately trying to prop up, praising an at-best mediocre opinion piece with “Excellent article! Right on the mark.”... Read more »
  • 5 Tips for Training New Employees
    Initial training sets the scene for your employees’ time at the company. How you welcome and train your new employees says a lot about you, and provides important information to team members.Article Author: Ryan Ayers The first few days on the job are stressful for everyone. You could hire the most eminently qualified candidate in the world, and it could still take him or her weeks or months to get up to speed. It takes time to get to know an organization, learn its quirks, and start to feel comfortable as part of the team. Depending on the job, it can take 6 months to a year (or even more!) for a new employee to really add value and feel like part of the team. This is one important reason that reducing turnover is so critical to business success—and reducing turnover starts on the first day. Initial training sets the scene for... Read more »
  • How to Recognize Talent
    Companies are spending energy, time, and money on “talent” who may not necessarily have the needed skills, and may overlook those who truly do, merely because they do not know how to spot it in others. Article Author: Soulaima Gourani You can spot talent in less than 10 seconds, but only if you know what to look for. On the other hand, if you don’t know what to look for, you can end up spending tons of time and resources on searching, finding, and finally acquiring a pointless talent. And what might be considered a skill today can turn out to be useless in the future. In the world of sports, showbiz, and business, the concept of “talent spotting” is used quite often and has become one of the most talked-about concepts in recruiting. That may be why we find it so difficult to describe what, exactly, it is. Talent... Read more »
  • Exploring the Future of Women
    A look at how business and society can adjust to ensure a more positive future for women, focusing on critical agenda issues.Article Author: Rohit Talwar, Steve Wells, Alexandra Whittington, April Koury, and Helena Calle, Futurists, Fast Future In the last 12 months, the issue of ensuring a truly equal future for women in society has risen up the agenda of global challenges—while at the same time indicators suggest the actual gap is growing globally. From harassment and #metoo to #timesup and the rights to equal pay and equal access in education, the workplace, and the boardroom, women have been succeeding in spotlighting the issues and arguing for their rights. So as we look to the future, some fundamental questions arise: What is the future of women? Are women’s futures different from men’s futures? How do we proceed in the coming years to embed a gender equality mindset while accounting for the unique challenges women... Read more »
  • Have Google And YouTube Created Lazy Learners?
    Digital amnesia is the tendency to forget information that can be found readily online by using Internet search engines such as Google.Article Author: By Ajay M. Pangarkar, CTDP, CPA, CMA, and Teresa Kirkwood, CTDP, Founders, CentralKnowledge.com and LearningSourceonline.com After recently reminiscing with friends about do-it-yourself (DIY) home projects, we began comparing all of the Google and YouTube video searches that helped us achieve our goals. We realized that our learning happened by “Googling” and “YouTubing.” It was quick, simple, and allowed us to immediately apply our new skills. What does this have to do with how we learned? Everything! Since the inception of Google and YouTube, there’s been a dramatic shift in how people seek out and apply knowledge. One thing is certain: This isn’t your “father’s learning”— meaning, learning increasingly is occurring through nontraditional contexts. This is good news for Learning practitioners because it’s driving the need to discover innovative ways to... Read more »
  • Getting Away From “Just Google It”
    Take an active role in exploring the future of learning. Dig beyond Google and learn more from the Internet in some interesting places.Article Author: By Roy Saunderson, Chief Learning Officer, Rideau Recognition Solutions See if you can relate to this: One Sunday, my wife was teaching her regular Sunday school class of 4- and 5-year-old children at church. She was teaching some principles learned from a particular story from the Bible. To gain more involvement from her young students, and to help them apply the ideas from the lesson, she asked them all a thoughtful question. One 5-year-old boy immediately raised his right hand high in the air and eagerly shouted, “Let’s Google it!” It’s easy for any of us to rely on that ever-present search bar and start typing in our current question. Even the populated statements that drop down underneath can force us into viewing content, or a version of the question,... Read more »
  • Leadership Competencies For Success
    How do we prepare our leaders for today’s world where collaboration with others who may have different worldviews and experiences will be necessary to succeed?Article Author: By Neal Goodman, Ph.D., President, Global Dynamics, Inc. Three leadership competencies receiving a lot of attention these days are: inclusiveness, authenticity, and vulnerability. There is proven overlap of these competencies. Authentic leaders are noted for their “Emotional Intelligence,” which correlates closely with empathy, or the ability to sense other’s feelings and their perspectives. Authentic leaders openly share their perspective honestly and encourage others to do the same. Authentic leaders welcome opposing viewpoints and give them serious consideration. Inclusive leaders look forward to the opportunity to include and learn from multiple perspectives, including those perspectives that may vary from the leaders’ background. Vulnerable leaders, as we have learned from Brene Brown (https://www.ted.com/speakers/brene_brown), must be willing to accept that they do not have all the answers and be open... Read more »
  • Cultivate An Outward Mindset
    Stop trying to hold people accountable. Instead, develop accountable people.Article Author: By Mitch Warner, Managing Partner, Abringer Holding people accountable isn’t some new idea. It’s a very old idea. And it’s time for this idea to head into retirement. Why? Because it isn’t a helpful idea. In fact, the idea of holding people accountable perpetuates, in a subtle and, therefore, insidious way, the very lack of personal accountability we are trying to solve in our never-ending attempts to hold people accountable. The problem with this idea might best be illustrated using an experiment. In workshops with leaders, I often ask them to see if they can fill in the blank in the following statement: So-and-so is really good at his ____ , but he creates all sorts of problems for people in our organization. What word came to mind to fill in that blank? If you heard this statement spoken in your workplace, what word... Read more »
  • Lessons From A World-Class Sprinter
    In the game of business today, speed is important, but agility is indispensable.Article Author: By Tony O’Driscoll, Professor, Duke University's Fuqua School of Business On August 31, Usain Bolt—eight-time Olympic Gold medalist and the world’s fastest man in both the 100 and 200 meters—stepped onto the pitch to make his professional soccer debut for the Central Coast Mariners, an A-League team in Gosford, Australia. The world’s fastest soccer player, Gareth Bale of Real Madrid, has been clocked running at a speed of 22.9 miles per hour, but Bolt can run as fast as 25 miles per hour. The Mariners hoped to convert that sizable speed advantage into goals and wins for the team. The crowd at the match that Friday evening was four times bigger than average, and fans from more than 60 countries around the world tuned in to see if the greatest sprinter in history could leverage his speed advantage to... Read more »
  • Focus On Paraguay
    Even though Paraguayans don’t like to be “singled out” during training, companies have had success in introducing case studies in which small groups collaborate to answer provided questions.Article Author: By Dr. Neil Orkin, President, Global Training Systems Paraguay is located in the center of South America; it borders Argentina, Brazil, and Bolivia. The capital of Paraguay is Asuncion. This country has a population of approximately 7 million and is known for both its wildlife and its lakes. Paraguay has learned how to harness the power of its waterways, and is a world leader in developing hydroelectricity, which has made it one of the largest producers and exporters of electricity. This has allowed the cost of energy to remain low compared to other countries, which gives Paraguay a competitive business advantage. Another major advantage for companies wishing to do business in Paraguay is its low corporate tax rates. Paraguay’s main exports are agricultural products.... Read more »
  • Develop Your Training Brand
    Strengthening the quality of your brand enhances your credibility, which is the foundation for positive relationships with both your customers and stakeholders.Article Author: By Robin Jussila, CPLP, Training Manager, Music & Arts Branding. Sounds like a topic for marketing, and not Learning and Development (L&D) professionals. But we have a lot more in common with our marketing colleagues than we think. Whether we’re trying to drive a customer into our business or get an employee to learn a new skill, our goal is the same: to sell our product. Branding is the foundation of any marketing strategy, and a strong brand can do a lot to inspire action. UNDERSTANDING YOUR BRAND Your brand is what people think of when they hear your name (or the name of your Training organization). It’s everything they think they know about what you offer, and it’s largely composed of intangible qualities and attributes of the products and... Read more »
  • Are Today’s Leaders Ready For The Millennial Culture Shake-Up?
    Millennials are most satisfied when they have a voice and when they know their voice has merit.Article Author: By Dr. Rob Bogosian, Founder and Principal, RVB Associates, and Dr. Charlene Rousseau, President, Envisionary Development Consulting, LLC Millennials are shaking up some established work norms, and leaders should be ready to change. By 2018, the Millennial generation is expected to comprise 50 percent or more of the U.S. labor force. One study (Cabrera, 2015) shows that 45 percent of companies report higher turnover rates among Millennials, who will stay with their employers for an average of three years. These demographic trends have major implications for organizations and the leaders who run them. Organizations must shape and sustain a culture that attracts, engages, and successfully interacts with the Millennial population. Millennials are less inclined to stay in a job or with an organization where they are dissatisfied. According to one study (Smith and Turner,... Read more »
  • Don Quixote And The Quest For Management Support
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    Rather than default to managers as the primary vehicle for getting people to apply what they learn, maybe it’s time to redirect the quest for this seemingly out-of-reach ideal and find other ways to conquer the windmill.Article Author: By Julie Winkle Giulioni and Karen Voloshin, DesignAroundsAs a talent development professional, it’s gratifying to know organizations are investing more in learning. Companies are spending billions of dollars on training in the United States alone (see Training’s 2018 Industry Report). Quantity, however, too frequently does not translate into quality. Return on investment studies reveal disappointing behavior change and bottom-line results. Lack of management support often is cited as the root cause of people not applying what they learn to their jobs. “It takes more than footing a bigger bill for training. If only managers would get engaged and do their part,” has become a common lament. Enter Don Quixote. “Don Quixote” is a timeless... Read more »
  • Introverts Make Great Salespeople, Too
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    Recent research suggests that how we train introverts will determine their ability to flourish as sales professionals.Article Author: By Dr. Lee Davenport“Salespeople are born, not made.” “Only extroverts can win in sales.” Have you heard these statements or something similar? Often in a sales career, would-be entrants and sales leaders set an eye of hopeful expectancy upon those who are either what I call “Chatty Cathys” (the people who have never met a stranger, the Influencer of the DiSC personality profile) or “Dominant Doms” (the people who can aggressively take charge of any room, the Dominant of DiSC). But what about those who are not as outgoing? Are they simply relegated to the administrative and office tasks the Chatty Cathys and Dominant Doms of the team don’t want? Recent research suggests that how we train introverts will determine their ability to flourish as sales professionals. WHO ARE THE INTROVERTED? Based on the DiSC personality profile, the... Read more »