Learner Engagement — why is it so hard?

. Last week we were talking to an L&D leader at a large US corporate client. She was lamenting the fact that they had just ended the relationship with their open learning provider. Why? Because no one used the platform. So, what drives learner engagement at work? A recent LinkedIn survey showed that 68% of […]

How Comcast reduced their sales ramp-up and increased revenue per day

Over half of salespeople will miss their quotas and one in ten won’t even meet half of their quotas. These are the stark predictions of the latest Salesforce report. The reason? Because “sales teams fall short of rising customer expectations” as customers demand ever-more personalization. Telecommunications giant Comcast recognized this and re-invented their onboarding program […]

Coaching feedback, how observation accelerates sales ramp-up 

What difference would a 19% boost in the performance of your sales people mean for your bottom line? That’s what you can achieve with effective coaching feedback, according to a study by the Sales Executive Council. When onboarding new sales people, the focus is on getting them up to speed as quickly as possible on your […]

Job shadowing with structured reflection accelerates sales ramp-up.

“Experience alone does not lead to learning; reflection on experience is essential,” states John Loughran, an internationally recognised professor whose work focuses on teaching and learning. What does this mean when onboarding new salespeople? Essentially, no matter how much training, job shadowing and experience your new hires rack up, they won’t reach their full potential […]

How performance conversations reduce sales ramp-up

If we asked you to watch one of your team in action and tell us what they need to do to perform better, you’d probably know what to say straight off the bat. But would they? The answer to that question is more important than you may realize. A study of more than 40 Fortune […]

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