Sales Talent Development: How Managers Can Make Training Stick and Create a High-Performance Sales Culture

WHEN: Wednesday, September 17, 2014 1:00 PM EST – 40 minutes
SPEAKER: Stephen Meyer, Rapid Learning Institute

COURSE DESCRIPTION: Developing our sales people is THE key to long-term success. But talent development is an enormous challenge for most organizations. Why? Because the people accountable for training sales people – usually sales managers – lack either the time or skills to be effective talent developers.

Most sales managers get promoted because they were great sellers. The company moved them up the ladder and told them to replicate in others the knowledge, skills and attitudes that made them successful. But most were never taught how to do it so the sales training programs the company needs to develop their people never come to fruition. The result: New sales people crash and burn or never reach their full potential.

This presentation will introduce you to a concept that will reshape the way you think about sales training and talent development. Topics covered include:

  • Why much of the training you’re now doing – sending people to conferences, bringing in outside trainers – doesn’t stick, and why poor knowledge retention is costing you a fortune
  • Recent cognitive research on adult learning – notably how “chunking” (breaking learning content into small, manageable pieces) dramatically improves learning and knowledge retention
  • Why “chunking” isn’t just a game changer for learners. It’s also transformational for managers – helping them build a core competency as talent developers
  • How “interval reinforcement” increases training retention from 20% to 80%
  • Why including a Web-based component in training is essential for the emerging Millennial workforce
  • The concept of blended learning – e.g., combining Web-based tools with manager-led training – and why it’s superior to training that’s limited to a single medium

This presentation will include a demonstration of “chunked” training that you can access after the webinar to share with your team.

Register Now for “Sales Talent Development: How Managers Can Make Training Stick and Create a High-Performance Sales Culture”

ABOUT THE SPEAKER: Stephen Meyer is CEO and Director of Learning and Development at the Rapid Learning Institute. Prior to starting the Rapid Learning Institute and its parent company Business 21 in 2002, Steve was the Director of Publishing at The Hay Group, a leading HR, benefits and compensation consulting firm. Prior to that he worked in the publishing industry, where he headed up both editorial and marketing for more than a dozen employee development publications. He was also a reporter at Advertising Age magazine. Meyer received his MBA from The Wharton School at the University of Pennsylvania and has a Masters degree from the University of California, San Diego.

The Rapid Learning Institute is dedicated to helping managers become more effective trainers and talent developers. The problem we solve: Most managers aren’t professional trainers and are too busy to make talent development a priority. The RLI’s signature five- to 10-minute “rapid learning” modules, called Quick Takes, help leaders fulfill their training responsibilities by providing ready-to-use tools that let them to replicate the knowledge, skills and attitudes that made them successful, and get results through other people. Key content areas include: Sales, HR, Employment Law Compliance, Leadership and Safety.


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