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GLN LearnAbout - Getting My Startup Started

Started by Paul Terlemezian in GLN LearnAbouts Jun 5. 0 Replies

An experience that helped me launch iFive Alliances in 2003 was attending a workshop offered by the Georgia Department of Labor that was attended by about 40 others who were interested in starting their own business.Being in a room with others that…Continue

GLN LearnAbout - Where to From Here

Started by Paul Terlemezian in GLN LearnAbouts. Last reply by Paul Terlemezian Jul 7. 5 Replies

This discussion has been created to support conversation between members of the Georgia LEARNS Community who are the founders and current operators of a business that has been in existence for several  decades. These owners are interested in open…Continue

GLN LearnAbout - Finding a Driver for HAAPE in Atlanta

Started by Paul Terlemezian in GLN LearnAbouts. Last reply by Paul Terlemezian Jun 2. 1 Reply

Topic: HAAPE is a well-established entity. It wishes to establish a presence within Georgia in general and within Atlanta specifically. It favors an approach of finding an individual to…Continue

GLN ReachOutAbout - Launch of HAAPE in Atlanta

Started by Paul Terlemezian in GLN ReachoutAbouts. Last reply by Paul Terlemezian Apr 26. 4 Replies

Topic: GLN ReachOutAbout - Launch of HAAPE in Atlanta Time: May 6, 2025 3:00 PM Eastern Time (US and Canada)…Continue

UEL/GLN Conference April 2025 - Questions and Humor

Started by Paul Terlemezian in UEL/GLN Conference April 2025 Apr 2. 0 Replies

The UEL/GLN Conference will be conducted on 16, 22, 23, 25, and 30 April. The times listed below are Eastern USA.…Continue

GLN 2024 - University of East London Internships

Started by Paul Terlemezian in Georgia LEARNS 2024 Dec 10, 2024. 0 Replies

Weekly Recurring Meeting December 18, 2024 and then Weekly beginning January 8th through April 30th - 2025…Continue

GLN 2024 - MAX Annual Meeting and MAX Update

Started by Paul Terlemezian in Georgia LEARNS 2024 Dec 9, 2024. 0 Replies

I will be attending the MAX Annual Meeting and will have an update to share at 11:00 AM on Friday, December 13th in MAX Update…Continue

GLN 2024 - AI Driven Needs Analysis

Started by Paul Terlemezian in Georgia LEARNS 2024 Dec 6, 2024. 0 Replies

Wednesday, December 11, 2024 at 3:00 PMSession Leader: Bill Crose…Continue

GLN 2024 - Early Childhood Literacy

Started by Paul Terlemezian in Georgia LEARNS 2024 Nov 25, 2024. 0 Replies

Friday, December 13, 2024 - noon Eastern USAhttps://us02web.zoom.us/j/89895585667?pwd=nSM3X2YA87Cj5CbPl0N3SCZvRI89K5.1Meeting ID: 898 9558 5667Passcode:…Continue

GLN 2024 - Humble Inquiry

Started by Paul Terlemezian in Georgia LEARNS 2024 Nov 25, 2024. 0 Replies

Friday, December 6, 2024 - 9:15 AM Eastern USASession Leader: Bobbie DavisPlease consider viewing this video that offers insight on…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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