Today’s buyers are more informed and aware than ever before. Consequently, it’s no longer enough to be a transactional sales representative. Sales professionals must have strong emotional intelligence.
Rarely do training organizations take advantage of compelling science to deal with the most critical determinant of whether people apply those skills: motivation. Which begs the question: Is motivation a skill that can be taught, learned and nurtured?
Trainers, consultants and coaches have content that can make significant contributions to organizations and individuals if the training is actually implemented.
Understanding how learning takes place incrementally in four stages can help you assess the need for training and the motivation to learn.
Resistance to sales training often stems from learners’ self-image: “I’m not the kind of person who does this behavior.” This leads to a rubber band effect, whereby they learn new material but don’t implement it, because it conflicts with their...
If we distill a manager’s job to its basic ingredients, getting someone – or some people – to do a job and do it well is essential. It requires motivation.
These four behaviors will not only improve work performance but also create a more rewarding work environment for the employees, ultimately leading to overall job satisfaction.