LSA Global

NOVEMBER 18, 2023

We know it’s partly because salespeople are promoted into management positions without adequate sales management training or experience to handle the top pressures faced by sales managers. The pressure to deliver against ever-increasing revenue goals is unrelenting. Each needs to be led and managed differently to perform at their peak.To

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LSA Global

APRIL 1, 2020

Why Social Selling Training Programs Fail to Grow the Sales Pipeline. Top 3 Reasons Social Selling Training Programs Fail. There are three primary reasons your social selling training program will not meet your expectations: Misalignment with the Overall Sales Strategy. Weak Adoption Strategy.

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LSA Global

JUNE 29, 2017

We get asked by many learning and talent leaders about How to Build a Better Training Assessment. Getting training assessments right is an important topic because most training assessments are not only statistically invalid, but they are often implemented in a way that inhibits trust, decreases relevance, and wastes time.

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LSA Global

DECEMBER 8, 2019

Sales Training Design Best Practices Matter. Sales training design best practices matter a great deal. Why go through the expense, effort, and time to provide business sales training for your sales force if it is does not improve sales performance? Follow the sales training design best practices below to make the training count.

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LSA Global

DECEMBER 12, 2023

This leads to a lack of what instructional design consulting experts call the “transfer of training.” Are your training programs relevant enough to the people AND the business? Have you built effective employee learning journeys that build upon each other for your various stakeholders as part of your talent management strategy ?

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LSA Global

JUNE 29, 2017

We get asked by many learning and talent leaders about How to Build a Better Training Assessment. Getting training assessments right is an important topic because most training assessments are not only statistically invalid, but they are often implemented in a way that inhibits trust, decreases relevance, and wastes time.

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LSA Global

NOVEMBER 2, 2023

Below is an executive summary of the sales keynote: Executive Summary: Best of Sales Conference Keynote Speakers Go to Market Sales Strategy Our organizational alignment research found that strategic sales clarity accounts for 31% of the difference between high and low performing sales teams.

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LSA Global

MAY 10, 2021

Recognize Needs The first step to upskill your workforce is to understand the key skills your company will need to compete successfully in the post-COVID environment to best execute your business and talent strategies. Develop Effectively Training programs vary widely in their effectiveness. The difference maker?

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LSA Global

APRIL 8, 2019

On-the-Job Training to Reinforce Learning. On-the-job training to reinforce learning has significant advantages over the kind of old-school training that occurs in a classroom environment. Training or observation “by itself” will not drive tangible change or lasting business results. More than Exposure.

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LSA Global

FEBRUARY 9, 2018

Why a Winning Sales Strategy Matters|. A winning sales strategy clearly outlines where you should win the majority of the time, what sets you apart from your competition, how sales success will be measured and the critical few sales scenarios that matter most in terms of meeting your sales targets. Where Do You Begin? The Bottom Line.

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LSA Global

DECEMBER 4, 2020

Successful organizations have learned how to design the right L&D strategy. 4 Factors to Design the Right L&D Strategy for Your Company Because of the competitive war for talent, people expect to be invested in and developed. We know that the same is true with training strategies.

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LSA Global

JANUARY 10, 2022

Start with Strategy Effective learning solutions directly support both business and people strategies. Unfortunately, too many learning leaders make too many training strategy mistakes. To learn more how to help employees learn, download the Top 10 Training Best Practices for More Effective Learning.

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LSA Global

SEPTEMBER 2, 2022

Align Teams Around Goals to Better Execute Strategies According to research by IBM, 9 out of 10 business plans fail to achieve strategic goals. When leaders do not align teams around goals, our own organizational alignment research found that business strategies are 50% less clear to employees than to leaders.

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LSA Global

NOVEMBER 22, 2023

Overcome the Team Decision Making Deadlock When the decision making process bogs down and competing viewpoints lead to misunderstanding, a lack of patience and, ultimately, frustration with the whole effort, it’s time to implement a decision making strategy to help move the team toward a mutually acceptable, appropriate, and sound decision.

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LSA Global

JANUARY 12, 2023

Training Effectiveness and Post Workshop Learning Best Practices Most seasoned corporate training professionals understand instructional design consulting best practices. While all those steps are important, the most impactful step from the training strategy is missing — post workshop learning and reinforcement.

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LSA Global

DECEMBER 21, 2022

The B2B Sales Hunters vs Farmers Sales Model The role of B2B sales hunter vs sales farmer has been discussed in business sales training workshops for decades. The Bottom Line Done right, the B2B sales hunters vs farmers model can work for both you and your customers by playing to strengths if you properly align sales metrics and rewards.

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LSA Global

MARCH 16, 2023

While a background in selling is important, selling skills alone will not help to build an effective sales strategy , sales culture , or sales team. Effective sales leaders know how to deploy their team according to a sales strategy that allows them to outperform and win over the competition. Is your sales strategy good enough ?

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Harvard Business

MAY 17, 2017

From the start, Southwest cofounder Herb Kelleher saw his competition not as other airlines but as alternative forms of transportation, whether cars, buses, or trains. ” Beyond the usual financial metrics, JetBlue also measures the strength of its culture and the quality of its experience. But the Model S gets faster and better.”

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LSA Global

NOVEMBER 15, 2021

Here are the eight key components of an effective Team Charter that we teach in our management training programs to help create a clear line of sight: Team Purpose What is the fundamental reason the team exists and how does it specifically fit into the overall organization. Some call this a team vision or mission.

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LSA Global

JULY 9, 2021

It is important to maintain strength in proven talent management strategies like: Hiring the Right Talent Hiring right matters as much as it always has. Just remember, as the work changes, so should the training opportunities. First, make sure that success metrics are agreed upon and make sense.

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LSA Global

JULY 28, 2022

There seems to be a major disconnect between the intent to design leadership development training that works and the actual results on the ground. Define the Value with Those Who Matter Most Before launching the program, actively involve key stakeholders with the business case, success metrics, target audience, and high level plan.

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LSA Global

FEBRUARY 18, 2022

We believe effective performance management starts with ensuring that each employee understands how their job success and failure is fairly measured in terms of both behaviors and results in a way that aligns with the overall corporate strategy. It seems that many companies are asking the system to do too much and managers to do too little.

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Consulting Matters

DECEMBER 16, 2022

The overall organizational system includes three primary systems: The business strategy is all about WHAT the organization wants to accomplish. The organization strategy is about HOW the organization will achieve its business strategy. The people strategy is about the WHO. Connect on LinkedIn: Betsy Jordyn [link].

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LSA Global

DECEMBER 21, 2020

Not Focusing on Business Outcomes and Metrics First Too many instructional designers start with learning objectives, content, and training modalities. One-time, misaligned, unsupported, or unreinforced training events do not change behavior. This is a common, but easily fixed, leadership and management development mistake.

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LSA Global

OCTOBER 16, 2020

Unfortunately, most new manager training programs do not teach the most critical three things that managers should do in their first 90 days. Without this context it will be difficult to create a clear, believable, and implementable strategy for you and your team. Of your team? Of my team? Co-Define Your Team Charter with Your Team.

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LSA Global

JUNE 18, 2020

companies report spending over $15 billion each year on sales training , most sales reps are struggling. It is almost impossible to use selling as a competitive advantage if the very essence of your sales strategy is not clear enough, not believable enough, or not implementable enough in the eyes of your leadership or sales team.

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LSA Global

NOVEMBER 20, 2020

Business sales training studies of both buyers and sellers report a recurrent theme – the importance of value. Here is a primer on how to become a value-driven seller: Create a Clear, Compelling, and Implementable Sales Strategy. Sales strategy accounts for 31% of the difference between high and low performing sales teams.

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LSA Global

APRIL 10, 2020

Goals and Success Metrics are Unclear or Misaligned. Sales Content Strategies Are Unclear. Digital Sales Training and Coaching is Weak or Non-Existent . Digital Selling Rewards, Recognition, and Training Measurement Are Weak or Non-Existent. The Top 10 Reasons your Sales Reps Struggle with Social Selling.

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LSA Global

MAY 21, 2021

And, whereas 53% of respondents from poorly aligned companies did not know their company’s key financial metrics, only 26% of high alignment companies did not know. They model the way by proactively discussing market realities, sharing company strategies, and actively involving employees in the pursuit of team goals.

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LSA Global

MAY 26, 2017

New manager training programs exist by the hundreds. Each employee should know not only their own personal goals, roles and success metrics but also those for the company, their team and their boss. New manager training programs do not often emphasize this enough. But still…does it have to be so difficult?

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LSA Global

MAY 22, 2017

One of the major components of an effective talent management strategy is promoting the kind of learning that makes good business sense. Today’s learning leaders who want to make an impact understand that learning is no longer simply about one-time training events or well-crafted content. What business metric are you trying to impact?

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LSA Global

JANUARY 6, 2020

Depending upon your strategy and your marketplace, either emphasis can be successful. Because every company strategy is unique, the balance of how work gets done is also unique. You will know that you have struck the right balance when your culture helps and does not hinder your people and business strategies. The Bottom Line.

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LSA Global

AUGUST 6, 2018

Imagine trying to fight a fire after reading a book about firefighting or watching a video about it – or even after going to a one-day training class about how to fight fires. Just ask any concert performer or professional athlete, it takes hard work, training and ongoing drills to get better. And the effort and dedication is worth it.

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LSA Global

DECEMBER 24, 2017

When there is value placed on thinking through the purpose of a skill and how it relates to the company strategy , employees can adapt and change with the business. #2. And they connect the learning with the overall corporate strategy for success. RELATED: ASSESS IF YOUR TRAINING INITIATIVE IS SET UP FOR SUCCESS NOW. #3.

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LSA Global

JUNE 26, 2017

Regardless of whether you use annual performance reviews or not, managers and employees must be able to measure progress, allocate resources and adjust strategies and tactics accordingly. To get it right, make sure that the success metrics are relevant, consistent, fair, just possible, accurate and timely.

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LSA Global

APRIL 25, 2017

We know from decades of designing and delivering customized new manager training programs that new managers and leaders are especially apt to shy away from difficult conversations or tough situations. Clarify the team’s goals, plan, scope, deliverables, success metrics, roles and responsibilities with Chris. Reframe the problem.

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LSA Global

OCTOBER 11, 2019

Like a playbook in sports that plans for the most frequent and most important in-game situations, a sales playbook is a unique collection of sales scenarios, strategies, plans, tactics, and tools to help a sales team consistently win when the stakes are high. Sales Strategy. Sales Culture. Sales Talent.

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