Selling today is complex: multiple stakeholders all have a say in what to order, how, and when. The landscape requires a strategic, integrated selling approach. A solid sales model can give structure to integrated sales, and make it easier to develop selling skills.
For Medical Science Liaisons, selling is taboo. MSLs provide support to health care providers; sales reps convince them to adopt a product. But sometimes MSLs do need to have influence—for instance, to alter an opinion based on incorrect data. The ability to influence others can be vital to an MSL's success.
Coaching should be simple and intuitive. Managers won't use a complicated coaching process that takes hours to prepare and execute. A simple coaching approach has managers ask themselves three questions. We call it the Coaching Mantra.
If you're a manager long enough, you'll encounter a decline in performance from one of your direct reports. It won't get better on its own—so when you uncover it, take immediate corrective action!
On January 17, 2017, the Senate confirmation committee asked Betsy DeVos how she would measure student achievement.
Malcolm Knowles, one of the fathers of adult learning theory, wrote the following in his landmark book The Adult Learner:
The way to combat dull PowerPoint-driven sessions is by knowing, understanding, and mastering your responsibilities as a facilitator of learning.