VP of Editorial

Michael is a former Senior VP at Domus Inc., a Philadelphia advertising and interactive media agency. Boyette has written professional and consumer books for Simon & Schuster, Pocket Books, Henry Holt and other publishers and was Group Publisher at a leading newsletter company, overseeing its sales and marketing titles. In addition, he’s managed marketing programs for such clients as Dupont, Lutron and Therma-Tru Doors. He is a graduate of the University of Florida College of Journalism.

Recent Blog Posts

Five not-so-bold predictions for sales training in 2016

Michael Boyette

As we begin a new year, do you feel the ground shifting under your feet? I do. And I believe that 2016 will be a watershed year for sales training. Specifically, I think sales trainers need to be thinking about five key trends that will drive sales training in the coming year: 1. It will…

Thanks for a great 2015; on to 2016!

Michael Boyette

It’s been a remarkable year for online sales training and Rapid Learning Institute. Here are some of the people who made it happen.

The case for off-the-shelf sales training

Michael Boyette

A 2012 CSO report on sales training ROI contained an interesting footnote. The report compared the effectiveness of different approaches to sales training, and concluded (among other findings, which are summarized here and here) that “commercial” (that is, off-the-shelf) sales training content is more effective than content created internally. Of course, that’s good news for…

First rule of changing attitudes: Don’t talk about attitudes

Michael Boyette

One of the hardest things for any sales trainer is changing a learner’s negative attitudes. Maybe reps aren’t engaging. Maybe they disparage the product, or talk trash about customers. Attitudes like these are like cotton stuffed in their ears. Whatever you’re trying to teach is not going to get through. But tackling “bad attitudes” directly…

Why is it so hard to train salespeople to shut up?

Michael Boyette

Salespeople have been taught over and over to talk less and listen more. And yet they still have trouble zipping their lips. Acccording to one study, the average salesperson talks over 81 percent of the time in a selling situation. It’s not a lack-of-knowledge problem. It’s an impulse-control problem. Most salespeople understand why it’s bad…

Are you creating the right expectations for learners?

Michael Boyette

What makes sales training successful? It’s not just the content. It’s not just the delivery. It’s also learners’ expectations. A key element in making training effective, according to a NASA-funded meta-study, is creating the right expectations among learners. In short, if learners believe that training is effective, it will be more effective. There’s a lot…

Goal setting: People try harder when they’re a little bit behind

Michael Boyette

My colleague Dave Clemens at HR Café has reported on some interesting research from The Wharton School. It turns out that the old Avis ads were true: If you’re Number Two, you really do try harder. The research looked at more than 6,500 basketball games and found an interesting pattern. Teams that were a little…

Sales training: Can reps set aside their competitive nature?

Sales training: Can reps set aside their competitive nature?

Michael Boyette

Salespeople aren’t known for working collaboratively with their colleagues. Some do, of course. But most people who thrive in sales are intensely focused on their individual achievement and performance. They may like and even respect their colleagues, but at the end of the day it’s a competition and they want to win. So when it…

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