John Fowler - Articles

John Fowler is a sales and management trainer designing and delivering workshops across the world specifically for the IT industry. John can be contacted on his website at Sales Training Consultants.

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Sales Management Training
We believe that for any sales training initiative to be fully successful, sales managers must be fully involved in the program. This involvement should include both training the managers, and the managers re-enforcing the learning with their sales team. The four main types of sales management training programs that we have... Read
By: John Fowler | 28/02/2007 | Management
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Types Of Sales Training
Although we would recommend tailoring training based on the results of your training needs analysis (TNA), there are a number of common modules that can be used as the basis of the training program. Here are some we have developed in the past: Core Sales Skills As a company, you need to... Read
By: John Fowler | 28/02/2007 | Management
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Sales Training Delivery Methods
Technology and the internet have given many more options with regard to how training is actually delivered. Most of the key methods are shown below. elearning A quick Google search will show over 15 million entries for elearning. Its a big, and growing, topic with many potential application... Read
By: John Fowler | 27/02/2007 | Management
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Competency Based Training
A competency model is a description of skills, knowledge and behaviors needed to perform a job or set of jobs effectively. Given the rate at which business needs change, competency models are important because job descriptions and performance expectations can become quickly outdated. With competency models, job expectations can stay... Read
By: John Fowler | 26/02/2007 | Management
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Training Design - Gripping The Audience
How often have you attended a training course only to find it was actually "death by PowerPoint" masquerading as training. True training should grip the audience, involve them and stimulate them to take action after the training. Many factors need to be considered in the design of a training program, these... Read
By: John Fowler | 26/02/2007 | Management
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The Need For Sales Training
Sometimes we forget the basics, what are we really trying to achieve by training the sales force? What are the issues we are trying to address, and how do we see sales training bridging the gap between where we are now and where we want to be? We believe there are... Read
By: John Fowler | 26/02/2007 | Management