New Trends In HR Development
New Trends In HR Development
Due to the lack of continuous training and coaching, the sales people find themselves driven by escalating bottom lines and very tight deadlines to cope with organizational expectations of them.
Consequently, sales teams become too result oriented to the extent that they may neglect some of their organizations' business codes and ethics in dealing with their customers. They may rush customer to take a buying decision of the products and/or services without spending enough time identifying their needs, and helping them get what they really need not what the salesperson want them to have. Naturally, a skills and competencies gap between current and expected performance levels exists.
Training departments became unable to close this gap fast enough, nor to cope with the in-house training demands restricted by inflexible deadlines. New methods of training had to be developed in order to satisfy the increasing on-going demand on coaching the field teams. Complementary training activities to the training departments had to be initiated, and new training modules as well. Modules that address marketing and sales people behavior, being both efficient and effective, and consume less time than the traditional classroom training.
Companies like Cisco came up with technological solutions for the problem. Being the biggest networking company in the world with 77 acquisitions since 1999, more than 51,000 employees including 16,000 engineers operating in 117 countries with one third of the world population, coordinated coaching for this enormous number of employees becomes almost impossible.
Strategic alliance with an advanced E-training provider becomes a feasible solution, a training provider who can tailor sales interactive coaching models that are built around integrated complementary classroom and distance activities. Experts all over the world can deliver these modules in classes nearer to Cisco operations in 15 different languages, followed by telephone coaching sessions that reinforce the skills and competencies taught in class. Cisco ally in this is Richardson, an American training organization with a customer driven culture that demonstrates the same values and business ethics of Cisco.
A new trend is being developed by these two companies which I believe is going soon to be copied by other organizations, especially that the outcome is measurable.
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Posted By Dr. Fathi El-Nadi to Dr. Fathi El-Nadi: Management and Human Resources consultant at 1/04/2007 02:13:00 PM
New Trends In HR Development - To learn more about this author, visit Dr. Fathi El-Nadi's Website.
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The impact of the managers becoming too busy to coach their teams is more evident in all the front line jobs that have direct contact with the customers. It becomes worse still in service organizations that build their glory on how they can 'pamper' their customers.
Due to the lack of continuous training and coaching, the sales people find themselves driven by escalating bottom lines and very tight deadlines to cope with organizational expectations of them.
Consequently, sales teams become too result oriented to the extent that they may neglect some of their organizations' business codes and ethics in dealing with their customers. They may rush customer to take a buying decision of the products and/or services without spending enough time identifying their needs, and helping them get what they really need not what the salesperson want them to have. Naturally, a skills and competencies gap between current and expected performance levels exists.
Training departments became unable to close this gap fast enough, nor to cope with the in-house training demands restricted by inflexible deadlines. New methods of training had to be developed in order to satisfy the increasing on-going demand on coaching the field teams. Complementary training activities to the training departments had to be initiated, and new training modules as well. Modules that address marketing and sales people behavior, being both efficient and effective, and consume less time than the traditional classroom training.
Companies like Cisco came up with technological solutions for the problem. Being the biggest networking company in the world with 77 acquisitions since 1999, more than 51,000 employees including 16,000 engineers operating in 117 countries with one third of the world population, coordinated coaching for this enormous number of employees becomes almost impossible.
Strategic alliance with an advanced E-training provider becomes a feasible solution, a training provider who can tailor sales interactive coaching models that are built around integrated complementary classroom and distance activities. Experts all over the world can deliver these modules in classes nearer to Cisco operations in 15 different languages, followed by telephone coaching sessions that reinforce the skills and competencies taught in class. Cisco ally in this is Richardson, an American training organization with a customer driven culture that demonstrates the same values and business ethics of Cisco.
A new trend is being developed by these two companies which I believe is going soon to be copied by other organizations, especially that the outcome is measurable.
--
Posted By Dr. Fathi El-Nadi to Dr. Fathi El-Nadi: Management and Human Resources consultant at 1/04/2007 02:13:00 PM
New Trends In HR Development - To learn more about this author, visit Dr. Fathi El-Nadi's Website.
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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