Harvard Business

JUNE 12, 2017

companies spend over $70 billion annually on training, and an average of $1,459 per salesperson — almost 20 percent more than they spend on workers in all other functions. Yet, when it comes to equipping sales teams with relevant knowledge and skills, the ROI of sales training is disappointing.

Sales 31

Sales Training Training How To 31

Harvard Business

AUGUST 1, 2016

But the truth is, it wasn’t the tools alone, it was also the workflow management process —or methodology—I applied to the tools. Yet most companies roll out software with only technical training, intending for that software to improve efficiency and ultimately, productivity.

Tools 28

Tools Productivity Methodologies Software 28

Harvard Business

AUGUST 14, 2018

In our years studying and working with companies on this topic, we’ve observed that when many executives say “yes,” they’re incorrectly answering the question. This research project is still in progress, but we wanted to offer a glimpse into our methodology and initial findings. pbombaert/Getty Images.

Management 42

Management Training Training Research 42

Harvard Business

AUGUST 14, 2018

In our years studying and working with companies on this topic, we’ve observed that when many executives say “yes,” they’re ill-equipped to answer the question. For one thing, managers tend to think they’re coaching when they’re actually just telling their employees what to do. questioning.

Management 28

Management How To Training Training 28

LSA Global

APRIL 13, 2018

We believe that without coaching, reinforcement of any new skill , behavior or methodology becomes very difficult. Three Situations When Managers Should Not Coach. Managers should not coach when the coaching: 1. Takes Too Much Time. Managers should not coach when the time required is unmanageable.

Management 34

Management Methodologies Culture Examples 34