The Art of Effective Sales Training

There's an Art to Creating Effective Sales Training

If sales is an art, salespeople are most certainly the artists. While Pablo Picasso and Norman Rockwell both practiced the same discipline, they used different techniques and materials to express their respective messages. And just as there are multiple ways to produce a painted masterpiece, it’s worth considering that different salespeople have various styles. In

Learners First. Always.

Learners First. Always.

There’s no denying that training has picked up a negative stigma. In many people’s experience, it’s been focused on compliance learning—which tends to feel somewhere between suspicious and patronizing. But modern learning software, like Lessonly, is all about functional learning that’s focused on improving each team member’s productivity through the sharing and reinforcement of: Best

Without Focused Onboarding, Time-to-Productivity Suffers

Without Focused Onboarding, Time-to-Productivity Suffers

No matter the industry, getting new hires up-to-speed as soon as possible is a no-brainer. The faster a new employee can be effective in their role, the sooner the company can reap the rewards of that hire. This period between hiring and full-speed is called time-to-productivity, and, according to Gallup’s State of the American Workplace,

Don’t Put the Onus on the Customer

Don't Put the Onus on the Customer

One of our faithful Shepard Letter subscribers, Warren Danziger, emailed a great story worth sharing with everyone. The short version of the story is as follows: It was time to call the HVAC company that Warren had used for years to come out for the semi-annual inspection of his air conditioner and furnace. As usual,

Analytics vs Dogma

Analytics vs Dogma

We all have beliefs, tendencies, and desires that are formed and sustained—not by data—but by some combination of our past and our pride. When we deem any one of these beliefs, tendencies, or desires to be incontrovertibly true, the result is dogma. Dogma is defined as a principle or set of principles laid down by

The Top Performing Support Teams? They’re Well Trained.

Top Performing Support Teams are Well Trained

Salesforce just released their 2017 State of Service research report, and it is packed full of insights about the customer support landscape. Businesses around the world are adapting to more informed and engaged customers by building better customer experiences and more intelligent support offerings. Additionally, Salesforce notes that empowering agents to be more proactive and

Learners Have Been and Will be at the Heart of Digital Learning

Learners Have Been and Will be at the Heart of Digital Learning

Over the past few weeks, there has been much ado about the disruption of corporate learning and the definition of a new term, “digital learning.” Kicked off in an extensive article by Josh Bersin, Principal and Founder of Bersin by Deloitte, learning companies—and the organizations that use them—are in the midst of orienting themselves to