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Top 25 Sales Skills Every Sales Rep Must Master

Posted Date: 2017-10-04

Gone are the sales training trends of yesterday. These days, buyers are more empowered than ever. Research has shown that the average buyer is up to 70% invested in the sales process before they even decide to contact a rep.



Importance of Goal setting in Organizations

Posted Date: 2017-08-31

All business organizations should make it a point to have specific goals as a part of their business plan. These goals can be determined based on the company’s profitability, market shares, and the overall growth. Goals can also be set for internal staff purposes in order to boost employee morale. Companies should always follow the SMART (Specific, measurable, attainable, relevant and timely) module before deciding on the final goals. Both managers and employees can establish clear career objectives with the help of organizational goals.



How can work life balance benefit employees and employers?

Posted Date: 2017-08-30

In today’s world, most of the employees are struggling day in and day out to strike a fine balance between work and personal life. That’s exactly why most of the organizations are taking initiatives to promote work life balance for their employees. Companies are implementing work life balance programs not only to keep their employees happy but also to ensure that their companies are functioning in a flawless way.



How to be more compassionate at work

Posted Date: 2017-07-27

Being more compassionate is one of the ways by which you can have a positive influence on your co-workers. When distressed employees of a company receive acts of compassion such as time off from work, emotional support, etc they show a greater commitment towards their workplace organization.



A Need for Change Management - Here's why

Posted Date: 2017-07-26

Change management is a well-structured approach that helps individuals, teams, and organizations to adopt change successfully. It helps employees to commit, understand, and accept changes in their current business environment.



What is workplace resilience training and why is it important?

Posted Date: 2017-07-04

The global health epidemic of the 21st century according to the World Health Organization is "Stress." The contemporary work culture keeps us relentlessly connected, concerning to meet the potential work related pace and targets. Such workplace related stresses are causes of concern as they adversely affect our health. Moreover, such negative stress can also affect the productivity. Hence, building resilience skills is considerably important for the workplace culture.



10 Tips on How to Design a Workbook

Posted Date: 2017-06-30

Creating and designing a workbook effectively is one of the best ways to add value to your audience. Instructional designers use technology and multimedia as tools and design programs that are effective and efficient to keep your audience hooked. They upgrade the instructions by analyzing the learning needs and by developing the learning experience systematically.



Empower your employees with professional training programs

Posted Date: 2017-05-12

We all are working professionals, whether we are running a business or are into a job.  Professional Development is a common thread that connects people irrespective of a job or a business. Unfortunately training is the first thing to be removed from the list during a budget constraint. Most companies that hire employees have to ensure that staff is performing up to the expectations. Such goals can be achieved only by training employees and encouraging them to perform. The training programs enable the employees to perform at their full potential and be prepared for the next level of responsibilities. Here are a few benefits of arranging professional training programs for your employees:



How training can enhance your employee's productivity

Posted Date: 2017-05-05

Training implies equipping employees with better knowledge and skills that will help them to perform their role in a more efficient way. Training is vital for the growth of any company as it enhances the productivity of its workforce. Employees are the core resource of a company and this makes it necessary to impart them with the ability to excel in various spheres. This is beneficial not only for employees but, also for the company.

 



Features of an effective talent Management Programme

Posted Date: 2017-04-07

We often read that human capital (employees) is the most valuable resource in an enterprise. Such capital can be nurtured and moulded to achieve the desired business goals and objectives. Employees are essentially human beings therefore, need thoughtful stewardship. We could say such attitudes always operate in the best interests of the organization. Modern thinking in human resources management has helped to develop talent management systems (TMS). These programs are essentially software packages designed to take care of talent recruitment, performance management, employee learning and development, and compensation management...



The importance of management training

Posted Date: 2017-03-31

Formal management training is an important aspect of the modern corporate world. The globalized world we live has evolved over long periods of time. This highlights the need to understand the importance of harnessing human capital in the cause of consistently achieving corporate goals and objectives. We note that happy employees tend to enjoy higher job satisfaction levels and therefore, are more productive resources...



New-Gen Professional Training - Harnessing the Power of Story Telling for Organizational Development

Posted Date: 2017-03-24

Stories present facts in a delightful manner and keep the audience captivated long after the session has ended. Not surprisingly, the art of story-telling has now been adopted and adapted suitably for organization training programs for the new-gen professionals. In fact, many companies are now considering story-telling sessions as a viable and successful way of connecting with employees and imparting knowledge that enhance their skills.

The Art of Story-telling

Stories offer a medium for people to interact with each other meaningfully, share passions and knowledge and communicate their experiences of hardship and success. They help create an enriching bond that inspires others and break barriers between people of different aptitudes and attitudes. In a corporate environment, all this helps in building a harmonious atmosphere between colleagues and create a team out of individuals...



How Do Strategically Chosen Pictures Make a Better Impact than Bullet Points in Professional Training Programs?

Posted Date: 2017-03-17

Training sessions are an integral part of many companies wherein employees are updated about innovations or the latest strategies that are about to be implemented. Such sessions are also conducted to often enhance the knowledge of employees in specific areas so as to improve their contribution to the growth of the company.

However, most professional training programs can become quite boring and incomprehensible as they comprise multitudes of slides containing texts that are just highlighted by bullet points. A better alternative to make training sessions more absorbing is through strategically selected pictures placed on slides and not just texts...



Impact of Incorporating Real Life Business Scenarios in Professional Development Programmes

Posted Date: 2017-02-20

When you decide to take up a particular profession, what course of action is recommended? In most cases the usual procedure of obtaining degrees from various pertinent colleges would apply readying you for the post you desire. However, have you ever considered the usefulness of an e-learning course? E-learning offers people the opportunity to learn particular skills in an environment that is safe. It can also help a person to achieve high performance work practices without impacting customers and fellow-workers...



What Makes Professional Training a Great Strategy for Staff Development?

Posted Date: 2017-02-13

If you are running a company and are keen to hone the development aspects of your staff, you should think of getting a professional trainer to do the job. A professional trainer, as against other maybe qualified trainers, will have all the tools and the right approach to reach out to your employees and ensure that they benefit from the training programme. A professional trainer needs to be a good course facilitator and provide not only knowledge and tips on career development he or she will also be able to improve resilience skills and motivation skills, which are often lacking in group training...



How Can Businesses Benefit by Funding Employee Professional Development Programs

Posted Date: 2017-02-06

In most companies, one of the biggest reasons that employees chose to move on to another company is because they feel their growth has either become stunted or they are not learning anything new or have nothing new to offer to the company. So, if you are good employer, it is necessary that you ensure your employee is working with you instead of increasing the profits of another company.

As a standard that is followed in various companies, one of the most common things followed in companies to maintain high performance work practices is giving employees training programmes. So, let’s run through the benefits of these programs...



Discover How Training Programmes Prevent You from Getting Side Tracked from your Career Goal

Posted Date: 2017-01-30

You probably started out with a whole lot of resolutions to achieve the goals you have in mind. What were some of the goals? To ensure the next promotion slot goes to you? Changing your job? Or just finding ways and means to make more money?

However things do not always work out the way you may want them to. Somewhere down the line you may have lost the opportunity and momentum; instead of goal-reaching, you end up living the same old. To help you get back on track and achieve some or all of your goals, use the following tips as guidelines...



How Do Quality Business Training Programmes Facilitate Better Management of Employee Performance?

Posted Date: 2017-01-23

Most companies organise programmes for employee training development. However no matter how well such training programmes are conducted, the actual proof of whether they are successful is if the employees concerned use such knowledge in their daily business routine. So the question arises – how should companies optimize the training benefits to achieve the above mentioned results?

Start on a personal level

The company should take stock of an individual’s performance. If there are areas that require improvement, the same should be worked upon. Once individual performance improves, it will have an impact on the employee’s immediate workplace. This in turn will slowly but surely have a positive effect on the whole company’s business results...



How Can Thriving Small Business Benefit by Investing in Quality Staff Training Programs?

Posted Date: 2017-01-16

One of the common mistakes that growing businesses do is not invest on their staff or employees. As your business grows your requirement such as dealing with larger projects increases and if your employee is not trained to handle the new pressure, it will be detrimental to your Company's growth. However, if you enrol your employees into professional training programs, then the company and employee - both can grow together.

Here are few benefits of investing in quality staff training programs, which in turn will be advantageous to the growth of your company in the long run. Just sit down with each of your employees to understand their area of interest before assigning them to a professional training program.

Saving costly resources

If an employee is not equipped to handle the onset of more work, his productivity will go down. Since he can't perform, he is redundant to your team. If you feel he can't cope, you can always shift them to another team...



Are you developing your employees to stay or training them to leave?

Posted Date: 2016-12-12

Have you often wondered that despite regular trainings and special programmes, why the performance of your team has not increased? Has the flagging or stagnant perfomance increased the pressure on your responsibility as a team leader? Well, in such cases, a little introspection will lead you to the right answers.



How Does Developing a Learning Culture Improve Your Organization?

Posted Date: 2016-12-12

Every office wants workers who are smart and can contribute to the growth of the company. However, many corporate houses have not introduced the concept of learning culture, which encourages employees to enhance their skill set. This could be through courses related to the company’s requirements or training programs.



Crisis Management Training - Taking advantage of the Crisis to Learn and Grow

Posted Date: 2016-10-28

Every business goes through ups and downs. Difficult situations arise every other day and it is important to be positive to face every obstacle that comes in the path. Crisis management training is important for all organizations to help them learn from difficult situations and grow irrespective of unfavorable conditions.



Top 7 Reasons to Invest in Training Programs for Senior Management

Posted Date: 2016-10-21

The senior management plays an important role in shaping the success of any business. Investing in leadership training helps the business run efficiently and with increased productivity. Hence it is important for every company to focus on training their senior management or leadership team.



In-House Training Programs - Weighing the Paybacks against the Drawbacks

Posted Date: 2016-09-20

Skilling your staff is certainly a great way to enhance your staff morale, profits as well business performance. Regular training programs give the organization an opportunity to up skill their workforce with new skill sets or impart target skills to meet the organizational as well as project goals. Besides, professional training programs show how much you value your employees. Investing in your employees will improve their loyalty, thereby ensuring superior retention. Less or minimal employee turnover will help you to save huge.

 



Top 7 Tips for Conducting Employee - Focused Innovative Training Programs

Posted Date: 2016-09-17

Although professional employee training programs have become the major aspect of employee development programs, their effectiveness is often debated. This is because, offering even the best of the training programs might not increase employee efficiency. This is exactly where innovative employee-focused training programs should be considered. These programs are specifically targeted towards the overall growth of the employees. 

 



Tackling the Skills Supply Chain Challenge with Corporate Training Programs

Posted Date: 2016-09-15

Contrary to the popular belief, there are numerous great and high-paying jobs out there in the market. However, the glitch lies in finding candidates with the right skill sets to do justice to these roles. Fast-paced market and technology advancements simply mean that employees should constantly upgrade themselves with new skills, which cannot be kept up by the grad school curriculum. For this reason, in many fields, particularly in specialized industries, there is a significant gap between the candidates available to fill the position and the skills required for doing justice to that particular role. According to a study by Deloitte, 70% of the organizations surveyed cited that ‘capability gaps’ top the list of their challenges...



Professional Training Programs as Your Stepping Stone for Organizational Success

Posted Date: 2016-09-08

Sooner or later, there comes a phase in every professional’s life, when you feel that you have just hit the dead end. The reason for this could be anything. Whether you just got low on your confidence, see the need for updating your professional skills and competencies, make new contacts, re-energize your old ideas or explore new horizons, professional training programs will help you with everything. Today, several employers experience glitches in finding the professionals with the right skill sets they need. The reason for this gap is the lack of right candidates showcasing appropriate skill sets.

 



Why Should You Keep Your Professional Development On?

Posted Date: 2016-09-01

Did you graduate from your university or school assuming that exams will only be a thing of the past? Well, it would not have taken too long for you to realize that your workplace could also be an equally competitive and intense learning environment. Whether you like to be evaluated or not, you will constantly be gaged on your capabilities and will be compared with your peers. Besides, unlike your academics, goalposts in your workplace keeps moving. This is mainly due to the changing customer demand, new technology or simply because there is a change in the management. Such dynamics invariably affect you.

 



Discover Why Employee Training is a Worthy Investment

Posted Date: 2016-08-31

There are numerous surveys, which indicate that over 40% of the employees who undergo poor job training tend to resign from their positions within a short span of 1 year. The principle reason for moving on, as cited by such employees, is the lack of proper skill development and training programs. Incorporating training programs that develop your employees towards long-term career goals promotes greater job satisfaction among them. Skilling your staff is not only good for your workforce, it is also great for your business. Satisfied employees are likely to be more productive and tend to stay longer with the organization.

 



Let's Be Honest, Some People are Difficult to Deal With

Posted Date: 2016-03-22

In the words of Forrest Gump, 'Life is like a box of chocolates, sometimes you just don't know what you are going to get". Each day you head into work and you don't know the type of people you may encounter. Some days are easy with friendly and happy customers surrounding you, making your job wonderful. Other days are a little darker with challenging people in your face, demanding your attention. If you and your team have the skills to turn these people from being difficult into being permenant, happy customers, your business will thank you for it. 

 



5 Ways to Handle Difficult People at Work

Posted Date: 2016-03-16

In a perfect world, difficult people would not exist, especially in the workplace. Unfortunately, we do not live in a perfect world and often we do not choose the people we work with. So an important skill to learn is how to deal with difficult people at work with minimal disruptions.

 

 



How Well do you Deal with Difficult People?

Posted Date: 2016-03-15

At some point in your career you will find yourself dealing with difficult people. Sometimes you'll be dealing with difficult internal people. Other times you might be managing a difficult customer. Whether it's your direct manager, a team member, a colleague or even a customer, difficult people can be tricky, challenging and draining. Too many night's sleeps are disturbed due to both managing difficult people and managing self reactions.

 
 



Do You Bury your Head in the Sand?

Posted Date: 2016-03-10

Everyone is a customer. Maybe you have a recurring issue with an internal customer. You just can't see eye to eye. Even a minor dispute flares up because of your relationship. Or maybe it's your biggest external customer who is always being difficult yet people turn a blind eye. So what do you do? Are you helping or hindering the situation? Are you sometimes difficult yourself?

 



Dealing with Difficult People

Posted Date: 2016-03-08

At some point in your career you will find yourself dealing with difficult people. Sometimes you’ll be dealing with difficult internal people. Other times you might be managing a difficult customer. Whether it’s your direct manager, a team member, a colleague or even a customer, difficult people can be tricky, challenging and draining. Too many night’s sleeps are disturbed due to both managing difficult people and managing self reactions.

 



Resilience Training

Posted Date: 2016-03-03

Resilience training is terrific. It certainly makes your day to day job more exciting and more manageable. When things go wrong you’re more likely to accept that things go wrong on occasion. A resilient person will bounce back quicker after disappointment.

From a work perspective a resilient employee is far more valuable too.

 



6 Ways to Stay Calm Under Pressure

Posted Date: 2016-03-03

Life is getting busier everyday and with the assistance of modern technology, we are spending more hours working than playing. Naturally as workload increases so too does the pressure associated with longer hours at work. Learning how to stay calm under pressure, especially when dealing with difficult clients or customers, can turn a bad day in the office, into a good one. 

 



Raising the Resilience Levels

Posted Date: 2016-03-01

Never before has resilience been so importnat in the workplace. By raising the resilience levels of a team within the work place, there is a natural flow on effect onto the rest of the organisation. Levels of resilience vary across organisations and levels of resilience can even be affected by the day of the week. Being able to prepare a team to handle both stormy and calm seas, raises the resilience levels and increases productivity.

 



Leading a Resilient Team

Posted Date: 2016-02-25

Resilience is the ability to cope under stress or through a crisis. Resilience in the workplace is when a team works together, bouncing off each other, to return the situation back to a calm and workable one. For a team to be resilient, it requires strong leadership with powerful skills in managing resilience.

How does your team cope when disaster strikes? 

 



Smart Organisations are Building Resilient Teams

Posted Date: 2016-02-23

A good blog post is either entertaining, enlightening or educational. So today we have gone for educational. Here it is thigmomorphogenesis. 

Not an easy word to pronounce. Certainly not an easy word to drop into a conversation. But a good word nonetheless. The key to this word - building resilience when the times get tough. 

 



5 Things Resilient Employees are Doing Great

Posted Date: 2016-02-18

Have you ever wondered why some employees have perfected the art of resilience, while others crumble in the face of adversity? Workplace resilience is critical in building a supportive team and allowing employees the independence to remain true to themselves.

 



How Resilient are Your People?

Posted Date: 2016-02-16

Workplace resilience is critical. The ability to be resilient allows you to come back stronger from adversity. Rather than feeling overwhelmed by failure, resilient people find a way to deal with hardship. Remember that resilient people are not free from negative thoughts or emotions. They have learnt how to develop coping techniques which allows them to navigate effectively through life.


 



Scurry Worry - How Good are You with Managing your Time?

Posted Date: 2015-12-22

At our local supermarket there is a cashier that appears highly stressed. She’d be about 60 and she’s very skinny. When you see her, everything she does is rushed. If they’d let her control another 4 scanners she’d volunteer. Even when she’s cleaning the counter, she wipes the surface faster. Sometimes she forgets to greet the customer as she’s so focussed on the next item to scan. She’s quite a nice person but why does she need to operate in such a fashion? 



Time Management

Posted Date: 2015-12-17

Our building has had a run of bad luck recently with water pipes bursting and because we're at street level and water flows downhill, it means our office gets affected the most. I’d like to think I’m fairly level headed and accept that things go wrong and pipes do burst.



Overcoming Recurring Issues

Posted Date: 2015-12-15

I was recently at home reading the paper when I noticed a couple of wasps. I looked up 5 minutes later and there were now half a dozen. A further look reveals the wasps are building a nest on the side of my house and they were also infiltrating my poor handyman works and getting into the house. So a call to the wasp man ends in shock. $450 and he’d be there in 3 hours. It could have been 3 weeks, months or years as my ears ceased to operate when I heard $450.



The Camp of No Responsibility

Posted Date: 2015-12-10

I’d like to say this is a fictitious camp but I’m not sure that it is. Everyone who comes into this camp bears no responsibility. All campers have one thing in common. It’s never their fault. It is always someone else’s fault. They live in their camps throughout their lives blissfully unaware that they too have to take on responsibility. 



Is a Complaint Really a Gift?

Posted Date: 2015-12-07

Now I’ve just fired off an email complaint to our photocopier company. I won’t mention the brand yet. Our machine is a lemon. It has been a lemon for 12 months. So I’ve sent an email to the exec team highlighting the main issues over the past 12 months. The company is market leader and I’ve already complained that they have a first class product backed up with 3rd class service.



Does Your Company Generate Ideas to Stay Ahead of the Competition?

Posted Date: 2015-11-30

“Early adopter” is the term used to describe the bunch of people who are the first to try new innovations or inventions. Early adopters will camp outside waiting for the new version of the iPhone.  Early adopters will generate ideas to help stay ahead of the competition. I’m at the late adopter stage and hate things like software updates. I figure it’s better to let the early adopters get caught up with all the flaws before I upgrade. 



Stop being a Middler and Become a Finisher

Posted Date: 2015-11-29

A few years ago I had a colleague who, not matter what you asked him to do, would always say that he was in the middle of things. I never really knew what it was he was in the middle of, but it was pretty important and obviously quite lengthy because he was in the middle for what seemed liked years! This sort of behaviour - middling – costs organisations hundreds of thousands of dollars in lost time and poor productivity. You can always spot the middler by their response to any question about their workload capacity.



Good Managers Know How to Delegate

Posted Date: 2015-11-24

Perhaps one of the most underrated management skills is delegating. The ability to succinctly and clearly delegate work will make you far more effective in the workplace.

People mistake delegation for simply telling people what to do. Delegation, by its definition, implies some level of authority or representation- so when you are delegating you are empowering and allowing that person to do the job. In summary you are giving the person the authority to complete the task or job.



Understanding How to Manage Fear of Change in the workplace

Posted Date: 2015-11-17

Managing change is always going to be an issue for organisations. Whether it’s a restructure, a merger, a technology update, a new initiative or even a new CEO, organisations constantly face some form of change. The challenge is to firstly accept the need for change and secondly, successfully navigate change. Unfortunately, organisations often manage change very poorly which can cause staff to adopt a survival mentality and a fear of change occurs. At its core, survival behaviour is a form of resistance which is a natural reaction to unwelcomed change.



Performance Appraisals

Posted Date: 2015-11-12

The two words that strike fear into the heart of managers and staff - Performance Appraisal. Why do managers and staff react so negatively to performance appraisals? Often the negative reaction is because the collective experiences of performance appraisal is ambivalent at best and negative at worst. For many people a trip to the dentist is far more appealing than either conducting or attending a performance appraisal.

 

 



Matrix Management

Posted Date: 2013-09-20

Don't worry, I am not referring to Keanu Reeves and people in ankle length leather jackets and dark sunglasses. I am referring to a model of organisational design. Matrix management is a structure that uses specialist staff from different functional areas to work on projects or assignments being led by project managers.



Coaching - The GROW Model

Posted Date: 2013-08-26

In a previous blog we discussed how a manager can use coaching as a strategy for staff development and performance improvement. Today we will be discussing the GROW model of coaching, a simple yet effective framework for workplace coaching. The GROW model outlines four key areas of the coaching conversation…



Inviting and Receiving Feedback, Graciously!

Posted Date: 2013-07-29

At some point in your career, and even your personal life, you will receive feedback. Most people are very happy to receive feedback as long as it is positive. The challenge is receiving negative and critical feedback.



Giving Better Feedback! Tips and Tricks

Posted Date: 2013-07-26

Everyone likes to hear that they are doing a good job! Positive feedback delivered in a constructive manner can invoke feelings of pride, confidence and a sense of a job well done both for the employee and the manager. Employees who feel positive are more likely to continue to demonstrate the behaviours for which they have been praised.



Simplicity and Complexity

Posted Date: 2013-07-23

Don’t you love people who are always telling you how complex things are! The same applies to organisations. Why do some organisations make things far more difficult and complex than they need to be?



Managing Up

Posted Date: 2013-07-17

I talk with a lot of people about their work, their organisations and their manager. I am always intrigued and even surprised at the number of people who don’t know what I am talking about when I ask them about managing up. Why I am surprised? I am surprised because in my experience managing up is one of the most important skills for surviving and thriving in organisations.



Coaching

Posted Date: 2013-07-09

Today's manager is expected to achieve targets and outcomes as well as ensuring their staff are aligned to the organsiational strategy and vision. Furthermore, managers are also expected to develop their staff, nurture talent and manager performance. For many managers the temptation is to focus on the doing part of their roles, the day to day tasks and the transactional stuff. This approach is easy and time consuming but it is short sighted. Managers need to balance the transactional stuff with the longer term issues of strategy, development and vision, and coaching is one way to help achieve this balance.



Managing Anger

Posted Date: 2013-07-09

I grew up in a family where we were not allowed to get angry! I know this sounds all very trivial compared to the horrors that confronted others in their childhood but the point is that the strong limitations I had placed on anger as a child have haunted me into my adult working life. Whether you are dealing with difficult colleagues or challenging customers you need to be able to manage and deflect anger, and part of that process is being OK with your own and other people's anger.



Change Management

Posted Date: 2013-05-28

Managing change is always going to be an issue for organisations. Whether it's a restructure, a merger, a technology update, a new initiative or even a new CEO, organisations constantly face some form of change. The challenge is to firstly accept the need for change and secondly, successfully navigate change. Unfortunately, organisations often manage change very poorly which can cause staff to adopt a survival mentality. At its core, survival behaviour is a form of resistance which is a natural reaction to unwelcomed change.



Delegation

Posted Date: 2013-05-28

Perhaps one of the most underrated management skills is delegating. The ability to succinctly and clearly delegate work will make you far more effective in the workplace.

 

People mistake delegation for simply telling people what to do. Delegation, by its definition, implies some level of authority or representation- so when you are delegating you are empowering and allowing that person to do the job. In summary you are giving the person the authority to complete the task or job.



Confronting Middle Performance 1

Posted Date: 2013-05-28

A few years ago I had a colleague who, not matter what you asked him to do, would always say that he was in the middle of things. I never really exactly knew what it was he was in the middle of, but it was pretty important and obviously quite lengthy because he was in the middle for what seemed liked years!