Millennials and Baby Boomers get a lot of attention these days as one group surges into the workplace and one prepares to exit. But we often forget that middle set, Generation X, who are stepping into leadership positions and need continuous skills development that engages and motivates them. Generation X includes people born from the early 60s to the early 80s, which according to the Longitudinal Study of American Youth makes up about 84 million Americans. They’re referred to as Latchkey … [Read more...]

Do you have a great company culture? Are your employees motivated and engaged? Or do you sometimes feel like everyone in your boat is rowing in a different direction? You’re not alone. According to Deloitte’s 2015 Culture and Engagement Report, 87% of organizations identify culture and engagement as one of their top challenges. If you fall in this majority, consider the power of social learning to help turn your boat in the right direction. Social learning has a technical definition for … [Read more...]

Most salespeople have to learn their craft through experience. Few colleges offer degrees in sales. In fact in 2015, according to CollegeFactual.com, there were only 2100 degrees earned in general sales. Compare that with 33,925 degrees earned in marketing. But sales training is key to success. In a survey of sales gurus by Docurated, Jeff Goldberg of Jeff Goldberg & Associates says the number one way to improve sales performance is to “Train them properly, reinforce the training and … [Read more...]

  Whether your company has a dedicated Learning and Development division or you just take a few days off a year for training workshops, most of what employees learn comes from their everyday activities. Which means that direct managers, more than any other leadership, can greatly influence team development. But managers have plenty of other responsibilities. According to McKinsey analysis of 5 industries from retail to airlines, managers spend only 10% to 35% of their time … [Read more...]

As business consultants, you observe, analyze and propose solutions for your clients’ problems. But none of that work is useful unless the client can implement the solution. And that means your clients and their employees will have to make some changes in how they work, think, and behave. So you need a toolbox of strategies that promote change in individuals and across organizations. Myths of behavior change We’ve all grown up with the idea that change is mostly a matter of education and … [Read more...]

A recent survey of management consulting firms found that 81% rated attracting and developing new business as a top challenge. And according to Alan Weiss, author of The Consulting Bible, the most successful consultants demonstrate thought leadership and better value. Thought leadership through technology Here’s where technology can help. When businesses call in a consultant, they’re often relying on you to help them implement your solutions. And often, your plan requires company employees to … [Read more...]

Most sales managers get to spend 50% or less of their time in the field with reps. But researchers have concluded that time spent managing the sales team has the most impact on sales. You may not be able to get into the field more often, but you can get more out of the time you have by viewing every interaction with your reps as a coaching opportunity and managing those opportunities as customized coaching plans. Effective coaching leads to new behaviors. Many managers already dispense advice … [Read more...]

Curiosity has been identified as one of the common traits of innovators and world changers. It’s also a strong trait for leaders. But what can it do for your business? And how can you foster it in your team? Before we get to how you can encourage more creativity, it makes sense to ask (because we’re curious), does it help your bottom line? Is there a link between curiosity and success? While most analysts and researchers can’t draw a direct cause and effect connection between the curiosity … [Read more...]

If you’re thinking of upgrading your training program with a software package, you’ll have no shortage of choices. There are applications for every learning style, company size, and delivery channel. But your challenge will be finding the right software for you. Take a look at these 18 key considerations before you go shopping, and you’ll be sure to find the right product for your needs. Choose software that fits your current goals. 1. Does it address your current training goals? Employee … [Read more...]

Have you ever considered taking on an apprentice for your business? Probably not. Perhaps apprenticeship makes you think of ironmongers and cordwainers of the Middle Ages. Or you might believe that only labor unions and multi-national corporations could benefit from apprenticeships today. But if you struggle to find well-qualified employees who fit your corporate culture, celebrate National Apprenticeship Week by having another look. What can an apprenticeship do for your business? While these … [Read more...]