What we measure matters

For anyone involved in learning programmes, how to assess Return on Investment (ROI) is a constant question. If we can’t prove that what we are doing is having a quantifiable benefit then perhaps we shouldn’t be doing it!

By | 2017-10-10T10:24:18+00:00 September 21st, 2016|Categories: Learning & Development, L&D articles|Tags: |

Why negotiation skills are crucial in the transport industry

Why transports businesses may struggle with effective negotiation and why they need to address it.

Classroom training: Villain of L&D?

One of the key challenges faced by Learning and Development is the change in learning options. However do these changes in the L&D world have an effect on the importance of traditional classroom training? In this article Robin explores some great ways of maximising on the opportunities presented by classroom training.

Are we losing respect for learning expertise? L&D start the fight back

Learning and development practitioners have long traded on their expertise. But what if that expertise is no longer required or – even if more vital than ever – no longer valued?

The crucial skills coaches and sellers can learn from each other

Can a sales manager coach? Many would argue not. Conversely can a coach sell? Many do not relish the idea of selling their services. In fact, as Huthwaite's Dr Janet Curran argues, both can benefit from the skills of the other, which are not as far removed as you might think.

Selling and negotiating in the Healthcare industry and the skills everyone needs

Ali Morris speaks to GHP about the way the industry sells and negotiates, and the key skills everybody needs.

By | 2017-10-10T10:31:08+00:00 June 30th, 2016|Categories: Sales, Sales articles, Procurement articles, Learning & Development, L&D articles|Tags: , |

How elearning is facilitating me-learning

What should the training world make of Mintel research showing that e-reader and e-book sales have declined, while paper publications have increased their market share?

How the SPIN® method is creating a customer centric climate for Zehnder

Beauty, or in this case value, is in the eye of the beholder. So the seller must see the situation through the buyer’s eyes if they are to have a persuasive dialogue between the two parties.

By | 2017-10-10T10:33:27+00:00 May 12th, 2016|Categories: Sales, Sales case studies, Learning & Development, L&D articles|Tags: , |

Why is the UK not feeling the benefit of a better-qualified workforce?

Why L&D teams should look to challenge the way people are employed and managed within their organisations in order to make the difference we need to make.

By | 2017-10-10T10:34:07+00:00 May 4th, 2016|Categories: Learning & Development, L&D articles|

Learning lessons from Leicester City

It’s an old learning and training trope that we can use sporting metaphors to shed some light on organisational issues and skills development in particular but there are four reasons why I think that the success of Leicester City may have some wider resonance.

By | 2017-10-10T10:35:03+00:00 May 3rd, 2016|Categories: Learning & Development, L&D articles|