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Jason Saul is the founder and CEO of Mission Measurement, where he advises organizations on how to create better data to maximize impact. He also serves on the faculty of the Kellogg School of Management. He holds a JD from the University of Virginia School of Law, a master's degree in public policy from the Kennedy School of Government, and a BA from Cornell University.

Jason Saul

Winter 2013 - The Public Manager

This is an up-close look at how to implement budgeting for results in Illinois.

The Difference Between Spending Money and 'Buying' Outcomes

Jason Forrest is CEO and chief culture officer for Forrest Performance Group. He is an expert in the mindset of top 1% sales, exponential sales growth, leadership development, and leading-edge sales innovation. Jason is one of the world’s only Master Practitioners in Neuro-Linguistic Programming, the science of influence and behavioral change psychology.As the founder and CEO of FPG, which has been named the nation’s fastest growing sales training company by Inc. Magazine for four consecutive years, Jason delivers dozens of keynotes every year and has trained thousands of salespeople and leaders on how to build mental toughness, create breakthroughs, and earn what they’re truly worth. Jason is the winner of nine international Stevie Awards for his books, sales process and training programs, ranging from sales professionals to coaches to executives.

Jason Forrest

The pace of doing business continues to accelerate while employees are constantly challenged to do more with less. Companies continue to look for ways to cut costs and at the same time, increase revenues. Companies must also conduct business faster by processing larger amounts of increasingly complex information. Globalization and decentralization have been the answer for many looking to gain that edge. Distributed sales teams, working different hours, in non-traditional office environments have become the norm. Consequently, this structure has its disadvantages.The rate of change and the disconnected nature of our work are having a negative impact on the modern selling environment. Sellers struggle with efficient communication and are learning through more informal channels. Sellers also struggle with time limitations, information overload, and are realizing newer skill gaps. The reality is, we will all have skill gaps, all the time and there will never be enough time to learn everything we need to learn.The consistent and rapid evolution of the skills and knowledge required to succeed has caused a shift in effective learning delivery. Learning is no longer being provided as a calculated set of costly, formal classroom events where sellers are graded solely on their participation. Instead, companies are shifting their emphasis from bringing the worker to the learning to bringing the learning to the work.For many companies on the cutting edge, social and informal learning have helped bridge that gap. Quite simply put, social and informal learning is learning through conversation and interactions about content.And social and informal learning is not so much about what is learned, but instead, how its learned.The modern work environment has forced us to learn how to learn faster!The benefits of social and informal learning are real. Content is more accurate, more relevant and widely accessiblewhenmaintenance and creation are distributed. It helps sellers grow skills more rapidly, creates a more nimble sales force at a lower cost, and increases engagement. All together, this helps to increase margins and increase revenue.So how has technology influenced the current methods of learning? By using some basic design concepts, social software and simple, cost effective technologies weve improved the way sellers and employees learn. Team challenges bring sellers together and social software allows sellers to connect to share files, bookmarks, content and tasks. Social software also allows sellers the ability to contribute to program design and quickly identify experts. Content can even be filtered, rated and improved through dialogue and conversation.Overall, companies that are harnessing the power of social and informal learning are realizing true returns on their learning investment. Sellers are attaining quota faster, more consistently, at a lower cost and are contributing to the expertise of the overall sales force. After all, most of what we learn is outside of the classroom!Jason Ackerson leads a global technology team responsible for designing, developing, deploying and supporting technology solutions for new and experienced sales professionals within IBM. His focus for the last 7+ years has been on delivering technology solutions that have an impact on how IBM employees learn and more importantly, the bottom line.To hear more from Jason, dont forget to register for the ASTD Sales Training Virtual Conference with the live kickoff keynote address on December 5th, 2011 at 12 PM EST.

ASTD Sales Training Virtual Conference Series: How Has Social Learning and Technology Influenced Sales Training? with Jason Ackerson

Learning made easy, for everyone. Learnsoft is a learning and talent platform that makes learning easy for everyone, throughout the entire L&D lifecycle. In this demo, we will walk you through a day in the life of a new employee, a manager and an administrator. Join this demo and discover: - Seamless integration makes onboarding effortless for all employees. - Real-time dashboards and reporting can help track compliance. - The flexible platform allows administrators to launch and manage courses. Speaker: Jason Sprague, Vice President of Sales, Learnsoft

ATD Demo Day with LearnSoft: Learning made easy, for everyone.

Link: http://www.astd.org/Publications/Magazines/TD/TD-Archive/2012/06/Your-Guide-to-Developing-Sales-Managers.aspxFeatured Article: Your Guide to Developing Sales Managers: How to Effectively Maximize Neglected TalentBy Michelle Vazzana and Jason JordanIn “Your Guide to Developing Sales Managers: How to Effectively Maximize Neglected Talent,” the authors set out to change the formula for how excellent salespeople are turned into mediocre sales managers. Vazzana and Jordan first identify the problem with today’s sales manager training, and then define a plan to revolutionize it.Excerpt taken directly from “Your Guide to Developing Sales Managers: How to Effectively Maximize Neglected Talent” by Michelle Vazzana and Jason JordanYou know the routine:Step 1: Invest heavily to develop your frontline sellers.Step 2: Promote the best salespeople to the role of sales manager.Step 3: They struggle to succeed in that sales management role.Step 4: Repeat as needed.This pattern of turning star salespeople into mediocre managers is one that is recognized by most companies with whom we work. But interestingly, the observation is commonly accompanied by a casual shrug of the shoulders and the defeated concession, "That's how it always happens. I guess that's just the way it is."Sadly, that is the way it is—or at least that's how it has been for more than a century. But more and more companies are coming to recognize the real source of the problem: Sales managers have been neglected and generally misserved from a training and development perspective.

Your Guide to Developing Sales Managers: How to Effectively Maximize Neglected Talent (2012)

It's becoming more and more expensive to hire new talent, and you can't expect that to change any time soon. So instead of looking outside your company for high performers, you'll need to start building them from within.Sales coaching is an integral part of this process, but often managers don't know where to start. Learning to mentor someone isn't something you learn overnight. Being good at what you do doesn't always mean that coaching someone will come easy to you. To learn how to provide guidance, you might need a little assistance yourself. What are some of your coaching challenges?Coaching Others Begins With Coaching YourselfASTD has a certificate program to help you learn how to successfully coach for sales. The Sales Coaching for Business Impact Certificate is a two-day workshop that leverages the research from ASTD's World-Class Sales Competency Model©.Based on this research and the Coaching for Sales Results Area of Expertise, you'll participate in highly interactive exercises and sales team analysis while learning the foundation of effective sales coaching, proven coaching strategy and tactics, and take home tools you can use immediately in your organization.After this workshop, you will be able to:understand the area of expertise and foundational competencies effective sales coaches possess, based on ASTD's World-Class Sales Competency Modeldiagnose individual performance to drive business objectiveslearn four sales coaching styles and when to use themuse methods and strategies for observing, developmental feedback, and motivationcreate coaching and development plans.Become a better sales coach and inspire your team: learn how today!Related Content: Your Guide to Developing Sales ManagersBy Michelle Vazzana and Jason JordanASTD Member Price: $10This pattern of turning star salespeople into mediocre managers is one that is recognized by most companies with whom we work. But interestingly, the observation is commonly accompanied by a casual shrug of the shoulders and the defeated concession, "That's how it always happens. I guess that's just the way it is."Related Product:Turn Sales Leadership Strategies into Training ActionsBy Sam Reese and Joe GalvinASTD Member Price: $10Putting yourself in another person's shoes can be an eye-opening experience. For professionals in learning and development roles, one challenge is staying connected to the current needs of your internal customers to be able to identify and create the most meaningful development programs. Being well-aligned ultimately will achieve a higher level of success.

How Do You Coach Sales Teams Effectively?

Jason Gwilliam is manager of US sales training at Abbott Structural Heart. He is a sales enablement expert, thought leader, and consultant, helping companies build out world class sales enablement and customer engagement programs.

Jason Gwilliam 

Currently the executive vice president of sales and marketing at Paradigm Learning, Jason has 18 years of executive experience in B2B sales and marketing effectiveness. A longtime senior vice president of enterprise sales at Miller Heiman, he is a subject matter expert in professional salesmanship. Prior to Miller Heiman, he held sales leadership roles inside the commercial sales divisions of Office Depot and FedEx Kinko’s.

Jason Reed

Here are six steps you can take to make the transition to virtual or hybrid learning less painful.

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