Sales Enablement Tools: Competency Thresholds

Sales Enablement Tools: Competency Thresholds

The key to a great coaching culture is a measurable set of competency thresholds. With it, sales coaches have the performance metrics needed to create a high level of accountability. Combined with online video training, competency thresholds help your sales team members learn, grow, improve, and master selling process fundamentals. There’s an old saying: “If you can’t measure it, you can’t manage it.” For sales managers, it’s more true now than ever. They focus on sales numbers, CRM reports, and other data to measure activity and performance. Company success depends on it. However, when it comes to sales training or…read more >
Sales Enablement: How Communicating In Bullet Points Increases Response Rates

Sales Enablement: How Communicating In Bullet Points Increases Response Rates

Attention spans are short and getting shorter. As a result, reaching decision makers by phone alone is ineffective. So, salespeople need to learn how to communicate in bullets or written bites. It may sound easy, but it’s not. Here are some important sales enablement rules of thumb for bullet points. Bullet points are never just a feature list. A good bullet point is composed of an action verb (see chart) followed by a benefit and result or a result and benefit statement. A car door lock is a feature. The car door stays shut while driving is the benefit of…read more >
Why VR is Wrong for Interactive Training

Why VR is Wrong for Interactive Training

Despite the hype, today’s Virtual Reality (VR) is unsuitable for online interactive training. Its high learning curve, production requirements, technology costs, and negative side effects make it a non-scalable, niche solution. However, 360 Video—a subset of VR—allows the user to be semi-immersed in an online scenario without the high overhead. Don’t get me wrong. I am an avid lover of Virtual Reality and all it’s potential for video gaming and other, highly immersive experiences. But for mainstream training, it just doesn’t cut it. Let's take a look at some of the major pain points of VR that get swept under…read more >
Why Vimeo Isn’t Enough for Online Video Training

Why Vimeo Isn’t Enough for Online Video Training

Companies committed to training already understand how important it is to be using video. Many of these are either using or considering Vimeo to host their training videos instead of an online video training system. There are good reasons for that. Vimeo is a reputable platform. It’s cheap at only $200/year. It’s easy to get started—without involving your purchasing department. So the most common question I hear is, “Why would I use an online video training system instead of just Vimeo?” As any sales guy would, I am answering this question with even more questions! Is a video training system…read more >
The Flexible Work Boom and What it Means for Leaders

The Flexible Work Boom and What it Means for Leaders

Less than a decade ago the U.S. experienced a recession. At the same time a sizable chunk of millennials were graduating from college. (I was one of them.) The result of this American job crisis, and tightened budgets in offices and homes-- prompted alternative options for flexible work and living. The long term effect is that today a large group of millennials (who will make up ¾ of the workforce in the next 5 years) expect to have more freedom in regards to work environments. Two big freedoms they desire are the ability to work from anywhere and the need…read more >
How to Use POV Video in Interactive Training

How to Use POV Video in Interactive Training

Does POV (Point Of View) video serve a non-entertainment purpose? When it comes to interactive video training, we think it does. Let’s face it; POV video is fun to watch. There are endless YouTube, Facebook, and Cable TV hours filled with POV footage—from devices attached to foreheads, carnival rides, surfboards, and bike handlebars. The rise of GoPro devices has been a major catalyst. In fact, the idea for this blog came from a POV video with over 2 million views (so far) that has absolutely NOTHING to do with interactive training. It’s about two minutes long. Go ahead. Enjoy… You’ll notice…read more >
Corporate Learning & Development [INFOGRAPHIC]

Corporate Learning & Development [INFOGRAPHIC]

Sean Stowers, Director of Learning Services at Pearson Learning Solutions, compiled this excellent infographic filled with corporate learning and development insights from sources like HBR and Training Mag. Check it out: Copyright ©2016 Sean Stowers (on Twitter, @seanstowers, or reach out on LinkedIn) RESOURCES: www.abami.org/blog/importance-of-corporate-learning-and-development elearningindustry.com/corporate-learning-management-systems-requirements blogs.articulate.com/rapid-elearning/five-ways-to-engage-learners blogs.articulate.com/rapid-elearning/five-ways-to-engage-learners dupress.com/articles/hc-trends-2014-overwhelmed-employee hbr.org/2013/09/make-time-for-the-work-that-matters trainingmag.com/trgmag-article/2o15-training-industry-reportread more >
How to Use Skype for Skills Training

How to Use Skype for Skills Training

I have a love/hate relationship with Skype. So do you. VOIP and video chat are only as good as the weakest connection—usually mine. But I must admit I can’t do without it. What I’ve noticed recently, however, is that most people don’t realize how Skype can be used for training. Here’s the answer. Organizations rely on Skype (and other VOIP/video apps) for live calls, meetings, screen sharing, and presentations. Trainers also use it to conduct live webinars. However, the real secret for trainers is not Skype’s live connection, but the ability to record conversations and meetings. These recordings are potential…read more >
The Bigger Picture of Instagram Stories: Moving from Individual Features to a Full Solution

The Bigger Picture of Instagram Stories: Moving from Individual Features to a Full Solution

Finding yourself isn’t just for twenty-somethings escaping to Europe after graduation. Businesses also have to do some soul searching every once in awhile. Instagram is going through such a transition, hoping to be the go-to platform for “in the moment” memory captures. Rolling out the new Instagram Stories capability proved they’re moving into a new wave of social networking. Instagram’s evolution as a new social networking experience sparked my interest. I wanted to look at Instagram as an overall brand. The company didn’t stop at making one thing good. Instead, they kept expanding to offer users a social network solution-based…read more >
2 Habits of Olympians & Outliers that Anyone Can Leverage for Success

2 Habits of Olympians & Outliers that Anyone Can Leverage for Success

As Rio 2016 gets underway, it’s the perfect time for business professionals and leaders to recognize core attributes that make an Olympian—and how we can emulate them. Professional athletes possess many traits that are relatable to business organizations but two key habits stick out to me as the most accessible: practice and consistency. Olympians are extremely familiar with these because they impact change. Maybe that’s why  Malcolm Gladwell introduced the “10,000 hour rule” in Outliers. He makes the case that becoming successful at anything requires practicing a specific task for 10,000 hours. Practice is hours, sweat equity, dedication, sacrifice, goal-setting, and…read more >