No Dealing with Levels of Corporate Hierarchy
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Contact us to discuss your project. E-mail a sample of your document (first few pages of a book, a sample blog or an article.) We will provide an estimate if applicable and a timetable.
Samples of our work:
Blog post, submitted
Despite the economic down turn progressive sales organizations are continuing to invest 2-5% of their annual sales budgets in sales training and development. There is no doubt that these organizations will out perform their competitors who don’t invest. Training and development is on of the key factors that lead to improved sales performance.
The problem is that 90% of sales training is a waste of time and money. Most sales training is an event. It may increase sales force engagement but has little lasting impact. Without effective reinforcement the impact of your training will be lost within 30 days. The basis of reinforcement comes from sales managers coaching reps post training.
Post training sales coaching and reinforcement is the key to sustaining your sales training investment. We know that coaching is the No. 1 sales management activity that drives sales performance. Studies reinforce this by showing that above-average coaches deliver 20 percent more sales. The challenge is that sales’ coaching is the weakest-performing activity among managers.
Blog post, edited
The problem with 90 percent of sales training today is that it is a waste of time. Yes, most sales training is just an event! It may increase sales force engagement but has little lasting impact.
Still, despite the economic downturn progressive sales organizations are continuing to invest 2-5% of their annual sales budgets in sales training and development. And yes, these organizations undoubtedly will outperform their competitors who don’t invest because training and development is one of the key factors that leads to improved sales performance.
Here’s the rub: Without effective reinforcement the impact of your training will be lost within 30 days. Reinforcement comes from sales managers coaching reps, after the training.
Web page excerpt, submitted
There are certain basics skills in sales that form a foundation for success. Some sales people have them instinctively. In others it requires sales development to come about. The good news is that any sales person can be helped to discover their full potential and then to put it to great use in accomplishing their goals. This is also a fast paced review of the basics that sharpen the skills of even the most seasoned sales professionals.
Web page excerpt, edited
Certain basics skills in sales form a foundation for success. Some salespeople have them instinctively; others require sales development. The good news is that any salesperson -– with the right help -- can discover full potential for accomplishing his or her goals. We offer a fast-paced review of the basics that sharpens the skills of even the most seasoned sales professionals.
Book excerpt, submitted
Visionary leaders understand that they don’t have to, or even need to, get credit for the vision in order to make it work. They are past that point in their lives. They are more concerned with making the vision work than who gets the credit.
One of the best things a visionary leader can do is give others credit and ownership in the vision. Everyone is much more likely to commit to and follow through with an idea if they feel like they had a part in creating it.
Book excerpt, edited
Visionary leaders understand that they don’t need credit for their vision to make it work. They are past that point in their lives. They are more concerned with making the vision work.
One of the best things a visionary leader can do is give others credit and ownership in the vision. They are much more likely to commit to an idea and follow through if they feel they had a part in creating it.
“Paul has just finished editing both my GO! Manual (How to Start and Run Your Own Business Advisory Board) and my white paper (Whatsisname?) I am very pleased at his ability to make me sound better without sacrificing my unique "voice". I'm kinda "out there" in my writing and he reins me in just enough to keep my credibility. His overall recommendations on presentation were extremely helpful as well; I ended up changing the size of my manual and the title of my white paper. If you don't run your writing by Paul, you’re taking a big chance!”
Terri Dunevant, author, speaker and trainer, WinCourage