Every so often when I’m facilitating sales training workshops, I’ll play a little game. I’ll ask myself the question:‘If I was a customer of this group of people, which of them would I most likely buy from?’ A couple of weeks ago, whilst delivering a two-day programme for a new client, I asked myself exactly… Read more »
Over the past fifty years, much thought and effort has gone into analysing and improving sales performance. Of the thousands of books, academic courses and training workshops translated into multiple languages, no page has gone unturned. Organisations across the world embrace each new sales methodology like the latest diet craze. We listen in earnest to… Read more »
They say it’s a sign of getting older, but I just don’t know where the past year has gone. It seems like only five minutes ago that we were planning for 2017. Blink, and yet another twelve months have passed. We at Flame sincerely hope that 2017 has brought all you hoped, and that you’re… Read more »
I’m often asked what it takes to drive a successful learning and development intervention – to embed behavioural change over the long term. I’m sure most of us can easily cite examples of training workshops we’ve attended, which in the moment felt like time well spent. We probably left with some clear actions, confident that… Read more »
In a previous blog I extolled the virtues of ‘Controlling The Controllables’, an approach adopted by high performers who invest time and effort focusing only on the things they believe they can truly influence. Just this week I was facilitating a goal setting session for a group of managers. Now I don’t know many people… Read more »
For a while now I’ve been concerned by what I’ve observed across the Account Management population I work with. Individuals who’ve historically marshalled client relationships with skill and finesse, adopting a truly consultative approach to retaining business, identifying new opportunities and increasing share of wallet. Individuals who’ve been more than successful over previous years are… Read more »
Some of the most rewarding sessions I’ve facilitated are the ones where I leave with a new perspective on things. Just last week I was helping a team to develop their consultative selling skills. Nothing particularly ground-breaking in that, nor in the activity they completed where I asked them to review their sales competencies, self-assessing… Read more »
To keep myself sane I go for a run three times a week. Recently I’ve started to take my phone with me – listening to music or the radio helps the time pass a little more quickly. A few weeks ago I tuned in to a sports radio talk show where the presenter was interviewing… Read more »
Welcome to The Torch, our take on all things learning and development in the workplace. Well, it’s taken a considerable amount of blood, sweat and tears, but we’re truly excited about the launch of our new website, and particularly the opportunity to share insights with you regularly via this blog. For the adult learning junkies… Read more »