Learning Paths International Blog
How to Get Your Employees Up-to-Speed in Record Time
Jul
27.
Comments Off on How to Apply Quality Principles to Learning Webinar!
Category: Quality

Join Us Thursday August 4th at 11 central for this 30 minute webinar!

Overview

This 30 minute webinar focuses on to apply quality principles and processes to the learning process.  Here’s what you will learn how to:

  • Use time to proficiency as a key quality measure
  • View learning as a measurable process
  • Reduce time,  waste  and variability to improve results and cut costs

Who Should Attend

This webinar is for any one involved in quality improvement or employee development.  This will be of special interest to anyone involved in black belt or green belt projects.

Click to Register


Tags: improvement, learning, learning paths, learningpaths, Quality, training, webinar
Jul
14.
Comments Off on Webinar: How to Get Salespeople Up-to-Speed in Record Time
Category: Sales Training

Date: July 22nd

Time: 11:00 – 11:30 Central

Overview

This 30 minute webinar focuses on how to get salespeople to reach their sales goals weeks, months and sometimes years faster. Here’s what you will learn:

– Why time to proficiency is a key measure for salespeople

– How to define proficiency for high performing salespeople

– The top 5 ways to accelerate the learning process for salespeople

Who Should Attend

This webinar is for sales executives, sales managers, sales trainers, marketing managers and human resource executives faced with the challenge of getting salespeople performing at higher levels.

Click to Register

 

 

 


Tags: learning paths, Sales, webinar
Jul
12.
Comments Off on What’s the Secret of Effective Cold Calling?
Category: Sales Training

For the sake of argument, let’s assume that a new salesperson has just completed the world’s best cold calling course.  How far away from being a master of cold calling do you think this salesperson is?

I’d say, still a long way.  In fact, this salesperson may never make a cold call again or quickly revert to old habits.  The real secret of effective cold calling is that it will take a lot of time, practice and coaching to be a great cold caller.

Here’s what all sales training misses that now needs to be added.  First, it’s going to take a lot of disciplined practice in order to:

  • Make cold calling an integral part of a daily or weekly routine
  • Become comfortable with the words and make them sound natural and easy to say
  • Experience a wide range of customer reactions in order to deal with them smoothly and productively without getting frustrated

Most training courses have a small number of role plays which are very different than talking with real live customers.  So how many cold calls does it take to become an expert?  Is it 50, 100, 200 or a 1000?  Whatever the number is, it belongs as part of the training.

Second, until a skill is mastered there is a natural tendency to revert to old habits, try something else or just give up.  A good sales coach recognizes that this is going to happen and takes proactive steps to redirect the salesperson.  I always tell students to master a technique before trying to make it better or different.  There are sound fundamentals to most things and if you don’t learn these fundamentals, it takes forever to get good.  Think of learning to play the piano.  There is a correct way to hold your hands.  If you decide that’s too difficult and you want to do it your way, you’ll find that it takes longer to learn to play and there is some music you will never learn to play well.

Going back to the training plan, have you put in this type of coaching?

So the real secret of learning how to cold call is, good instruction, disciplined practice and rigorous and structured coaching.


Tags: coaching, cold call, learning, practice, Sales, training
Jul
01.
Comments Off on What Really Makes Training Stick?
Category: Instructional Design, Learning Principles

I was listening to the book Sixkill by Robert Parker.  It’s the final Spencer book.  There was a very useful scene about how to make training stick.  Spencer is teaching his protoge’ Zebulon Sixkill, how to box.  He does a quick demonstration of a new move.  Zebulon says, “That’s a great move, I hope I can remember it.”  Spencer replies, “You don’t try to remember it, you repeat it until it become motor memory.  You won’t have time to think about it when you need it.”

So as you set out to train anything such as making a cold call, leading a team or making a presentation, how many repetitions are needed to eliminate the need to remember.  I don’t think one or two role plays are enough.


Tags: learning, learning paths, Learning Principles, measurement, training

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