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All Blog Listing

The official ASTD Blog: Training Industry News and Opinion

Allstate and NIIT Strike Gold at Brandon Hall

NIIT

ATLANTA, Georgia (September 27, 2013) — NIIT, a global, marketing-leading, managed training services company announced today that Allstate and NIIT have earned the Gold award in the Best Sales Training Program for the Extended Enterprise at the prestigious Brandon... More »

The Three Legs of the Sales Coaching Stool

Mark Meredith

In ASTD’s “Sales Coaching for Business Impact” program participants examine the three components of world-class sales coaching: observation, motivation, and feedback.  The analogy of a three legged stool is used to denote the need for all three of... More »

Assessing a Sales Professional’s Performance: You Can’t Do a Result!

Mark Meredith

In ASTD’s Sales Coaching for Business Impact program one of the topics that always generates a lot of interest and conversation from sales leaders and managers is, “What are some of the best practices associated with assessing individual sales performance?&r... More »

People Are Mistaken for Employees – Sales Coaching’s Biggest Barrier

Mark Wayland

For many sales managers who ask themselves “Why should I coach?”, the answer  seems a little counterintuitive and confusing. Here’s their logic. Their sales representatives applied to join the company of their own free will. They then happily acce... More »

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