Does Performance Support Always Have to Be a Post-Training Solution?

Having been a road warrior sales trainer for enough years to be “platinum-everything” in virtually every frequent traveler program, I have a natural affection for live, stand-up training. The rewards came back to me through good level one evaluations and getting to see the occasional graduate of my new hire product training classes at the year-end President’s Club gala events. It felt good to have a hot shot sales rep come up to me and thank me for the knowledge gained from new-hire training. I did not see it at…

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Training’s Futile Search for Evidence of Impact

It seems like we are always looking for something to improve training outcomes, a noble and well-intended search. In the many years I have been in this profession I confess to being part of that search. I must also confess to seeing shifts in tactics to e-learning and new whiz-bang technology that speed the process of training – and at the same time, perpetuate the search. So we search. And we search some more, and we always seem to look under the same rock – improving the transfer of knowledge.…

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EPSS: When Change Overruns Competency

They hired me as Director Sales Training, and I had not a shred of medical device or the associated manufacturing, or fulfillment, or servicing background. It had to be either my performance consulting background, or my dashing good looks and/or charming personality that influenced the hiring decision. Right. Let’s go with consulting. This diagnostic medical device manufacturer wanted to improve sales performance, and they had the foresight to see that training played a critical role in this effort. They already provided training for sales reps, and plenty of it, but…

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