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GLN LearnAbout - Raising Capital for an EdTech Startup - 13 March, 2024 - Noon Eastern

Started by Paul Terlemezian in GLN LearnAbouts Mar 4. 0 Replies

Learner: Dr. Marilyn CarrollLearn with Dr. Carroll and other entrepreneurs interested in raising capital for their EdTech Startup.The format of this session will be:Marilyn will explain what she wishes to learn about - and whyShe will ask each of…Continue

GLN TeachAbout - Integrative Debating - Glenn Meier, February 29, 2024, 3:00 - 3:45 PM Eastern USA

Started by Paul Terlemezian in GLN TeachAbouts Feb 11. 0 Replies

Earlier this year, Glenn responded to the Conscious Capitalism/Georgia LEARNS Pluralism event by sending an email via LinkedIn. His message included:"...the magic lies in an agreed upon process for making the conversation a "fair fight."  In my…Continue

GLN 2023 - TeachAbout - Purpose

Started by Paul Terlemezian in Georgia LEARNS 2023 Nov 26, 2023. 0 Replies

Is it possible or desirable to differentiate purpose from passion?Session Leader: Donald JenkinsThe format of this session will be:Five minutes of welcome and…Continue

GLN 2023 - Hidden About - Humble Inquiry - Scaling

Started by Paul Terlemezian in Georgia LEARNS 2023 Nov 25, 2023. 0 Replies

Is humble inquiry real or imagined?Is it desirable? If so - when? If not - why?Session Leader:…Continue

GLN 2023 - Open Forum Conversation - BYOT

Started by Paul Terlemezian in Georgia LEARNS 2023 Nov 25, 2023. 0 Replies

BYOT = Bring Your Own TopicThese sessions are offered to allow for open forum conversation and/or the opportunistic creation of breakout rooms to allow for self-directed conversations.Breakout rooms will be preset. Participants may:Choose an open…Continue

GLN 2023 - TeachAbout - Cheat Codes for Life

Started by Paul Terlemezian in Georgia LEARNS 2023 Nov 24, 2023. 0 Replies

The Surprisingly Simple Cheat Codes for Happiness, Creativity, and Human Performance.If you are human, there is something in this session for you.We live in a world of algorithms. Relatively simple pieces of logic and actions that govern everything.…Continue

GLN 2023 - Panel Discussion - Innovation

Started by Paul Terlemezian in Georgia LEARNS 2023. Last reply by Paul Terlemezian Nov 27, 2023. 2 Replies

What is the opposite of innovation? Might it be stagnation?How do we know something is an innovation?This session will be the traditional Georgia LEARNS Plus-BYOL-Plus format:First 15 minutes: The humorists will share their perspective on the topic…Continue

GLN 2023 - ExploringPossibilitiesAbout - Hardwiring

Started by Paul Terlemezian in Georgia LEARNS 2023 Nov 21, 2023. 0 Replies

Session Leader: Chuck RussellThe Session Format is the following:1. You will be asked to accept the premise that it is possible to know why you are failing to do…Continue

GLN 2023 - TeachAbout - Simulations 2024

Started by Paul Terlemezian in Georgia LEARNS 2023. Last reply by Paul Terlemezian Nov 30, 2023. 1 Reply

Session Leader: Eric BluesteinThe format of this session will be:1.Eric will explain what he wishes to learn about Simulations - and why.2.He will ask…Continue

GLN 2023 - CaseStudyAbout - Small Business Revival

Started by Paul Terlemezian in Georgia LEARNS 2023 Nov 21, 2023. 0 Replies

Session Leader: Neicey JohnsonCase Study: How to save a spiraling out-of-control small business.Seeking tips to assist with corporate operational…Continue

Blog Posts

What Are You Measuring?

Posted by Bill Crose on September 13, 2019 at 11:33am 1 Comment

A lifetime ago, my training department colleagues and I were satisfied with training data. We cranked out the requested ILT programs plus the "flavor of the year" content, we kept a busy training schedule, and made sure the coffee was always the right temperature. When accused of not delivering effective training because the learners didn't perform as they were trained, we took refuge in our management support role and not ultimately responsible or accountable for LEARNING or productivity.…

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Bruce Kopkin https://www.linkedin.com/in/brucekopkin/ will lead this conversation.

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Sales training sure has changed over the years.  I started with flip charts and El-Markos, and VHS recordings. Training was just sit there and do as I say.  Not very effective.

What do you see as the biggest challenges today?  And what are Best Practices in training today?

Let's get a dialog going here that will lead into a F2F discussion next Thursday at Georgia LEARNS.

I would like to see sales training become sales performance assurance. This means there would be a tangible deliverable - ideally deals won - and at worst - deals advanced during the "training."

So - rather than reducing spending on "training" in the fourth quarter or when "behind" on sales we would actually increase spending - because we were confident of experiencing immediate results.

I know this sounds "impossible" but it is worthwhile! And - if we don't even try - then it will be impossible!

We are all selling something so being good at it matters.  Sales training, therefore, matters even more. I do, however, still love a good flip chart and colorful markers!  As far as challenges, I think many sales people don't think they need training.  What can we present to them that increases their productivity and, by extension, their income?  Authenticity is a key element in sales. How do we train for that element?  


Your thoughts on this is very interesting, Donna. What particularly stands out to me is the comment on "many salespeople don't think they need training." Is it possible they think training is not meeting them where they are? What I mean is training should be learner-centric, and if learners don't feel training meets their need, is it possible what we as trainers may perceive may not align with what they define as a training need for them? What are your thoughts?

The best sales training I ever got - was from the customers and prospects I called on - while I was calling on them.

The formal training I got was terrific for product knowledge and for mindset management. What it failed to do - because it cannot do it - was to teach me how to sell to a human being.

This is similar to teaching me how to be a parent. I can read, study and be educated about being a parent - and I prefer to be educated by someone who is a parent - and yet - I will not really learn how to be a parent until I actually am a parent.

Sales people by nature are confident folks.  They have to be to take so much rejection.  Most would agree that honing of their skills is always good.  Its just that traditional training. AKA death by PowerPoint, doesn't help them sell more.  My experience is that role playing with successful colleagues along with OJT are well received and beneficial.  To the point made by Nathan, this is the definition of learner-centric. 

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