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9 Rules To Make Sales Training More Effective

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Sales Training is often boring, useless and sometimes even counter-productive. However, it does not have to be that way.  For all you Sales Managers out there, here are the rules on how to make sales training far more effective.

  • RULE #1: Set a goal to be the best trained sales organization in your industry. This will allow you to differentiate yourself from the competition, which can be challenging in a world where customers can easily find similar products and services.
    • Michael Jordon always stayed a couple minutes after the end of the training sessions, just in case his opponents had decided to put in extra time.
  • RULE #2: When times get hard, increase your sales training. When sales are down, it’s often a waste of money to spend more on marketing and promotion. The biggest bang for your buck usually comes from improving the ability of your sales team to sell.
    • It is the sales force, not the marketing and promotion plan that brings in the dollars.
  • RULE #3: Include skills training in every sales team meeting. Set a goal to spend at least one third of every team meeting on sales training. You’re more likely to increase everyone’s numbers by improving skills rather than with more product training.
    • Fifteen minutes each week is more effective that one hour each month.
  • RULE #4: Focus the training on fundamental skills. Most sales failures take place because of a lack of ability or practice in very fundamental skills, like questioning or presenting. Even top sports stars train the fundamentals every day. Sales people should too.
    • This will help all your people to become more like your best people.
  • RULE #5: Tie the fundamentals to your sales process. If you understand how those skills help move an opportunity through the sales cycle, you can identify exactly where additional training is needed, either on a group or on an individual level.
    • Identify where small inputs can generate largest returns.
  • RULE #6: Include role-playing in every training session. While it’s fun to bat around concepts about selling and sales theory, it’s only useful if the theory is tied to actual behavior. That means practicing, in a controlled way, so that the skills are really learned.
    • “Show me” that you can do it is more convincing that “tell me”.
  • RULE #7: Track the impact immediately after training. When you teach a skill, you must first ascertain whether or not the skill is actually being applied in the field, and what impact it is having. That way you can constantly improve performance.
    • Goal setting and measurements are the most powerful tools for instigating change and growth.
  • RULE #8: At each meeting, check for retention of what was taught before. Sometimes sales training involves eliminating bad habits and integrating new good habits. That requires continuing attention to make sure that the training sticks and continues to be used.
    • Sometimes it is necessary to Learn, Unlearn and Relearn.
  • RULE #9: Make sales training into a fun event. Sales training should ideal involve a contest, a competition, and/or prizes. Sales pros are naturally motivated to win, so turning sales training into an opportunity to win practically guarantees their attention and participation.
    • When you have a team of winners, you have a winning team.

Now that you have read these great ideas, do you need help to shake up your routine? Give us a call.

Not the Sales Manager but you know that your team could use some help? Then please feel free to share these rules with your Sales Manager.

original source www.ltsemaj.com

http://archive.constantcontact.com/fs028/1103595147695/archive/1106673589933.html

 

 

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Businessuite News24

Powering the Future: CARILEC and Green Solutions International SKN Launch Electric Vehicle Training in St. Kitts

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Caption: Participants receiving hands-on training in electric vehicle maintenance and repair during an EV Training Programme facilitated by GSI SKN.

Basseterre, St. Kitts, 7th April 2025 – CARILEC, the leading association for electric utilities in the Caribbean, has partnered with Green Solutions International SKN Inc (GSI SKN) to deliver a cutting-edge Electric Vehicle (EV) Training Programme in St. Kitts from June 23 to July 4. This comprehensive training aims to equip professionals with the skills needed to work safely and effectively with electric and hybrid vehicles.

GSI SKN, a leading NGO driving clean energy growth and sustainability across the Caribbean, offers EV certifications from the Institute of the Motor Industry (IMI) in the UK and Technischer Überwachungsverein (TÜV) in Germany. The organisation partners with the IRENA SIDS Lighthouses Initiative, holds accreditation with the UNFCCC, and is the exclusive regional partner for the North American Board of Certified Energy Practitioners (NABCEP). With a strong track record in renewable energy and e-mobility, GSI SKN has successfully delivered consulting, training, and certification projects across the Caribbean, including in Guyana, Jamaica, Barbados, Bermuda, and St. Kitts & Nevis.

Dr Wayne Archibald, Executive Director at GSI SKN, will also contribute his expertise as a featured speaker at the upcoming Eastern Caribbean Central Bank (ECCB) 9th Annual Growth and Resilience Dialogue, taking place from April 10 to 11, 2025. His participation reflects the regional recognition of GSI SKN’s leadership in clean energy and sustainable mobility.

Accelerating the Caribbean’s Shift to Electric Vehicles

The Caribbean region is increasingly adopting electric vehicles (EVs), driven by government incentives, environmental concerns, and economic opportunities. Barbados leads in per capita EV usage in the region, with over 600 EVs on the road and more than 100 charging stations (2023). Jamaica has also made significant strides, setting a goal to have 10% of its transportation powered by EVs by 2030 and introducing electric buses into its public transit system. These efforts align with regional strategies, such as the CARICOM Regional Electric Vehicle Strategy (REVS), which aims to transform transportation systems and promote sustainable mobility across the Caribbean. St. Kitts and Nevis is also advancing electric vehicle (EV) adoption through a government-led initiative focused on EV maintenance training and policies to promote sustainability. The island’s compact size makes EVs an ideal solution for local transportation, with several EV charging stations already installed to support the growing number of electric vehicles on the road.

Preparing the Caribbean for the EV Revolution

This training is a vital step toward ensuring that regional professionals are equipped with the necessary technical and safety skills to handle EV systems. As governments and private sector entities increase their investments in electric vehicle infrastructure, trained specialists will be essential to maintaining and expanding this rapidly growing industry.

Dr Archibald, Executive Director at GSI SKN and a key advocate for green energy and sustainable development in the Caribbean, emphasised the significance of this training: “The adoption of electric vehicle technology is a crucial component of the Caribbean’s transition to a sustainable energy future. By providing professionals with hands-on training and internationally recognised certifications, we are not only advancing technical expertise but also fostering a culture of innovation and resilience in the region.”

World-Class EV Training for the Caribbean

The EV Training Programme is certified by IMI and TÜV, ensuring world-class accreditation and technical proficiency. Participants will gain hands-on expertise in EV maintenance, repair, and diagnostics, with courses designed to cater to a broad spectrum of professionals, including auto technicians, fleet operators, engineers, compliance officers, and safety professionals. Participants will benefit from the IMI certification, which ensures that auto professionals receive industry-standard training, and the TÜV certification, recognised globally for safety and compliance in engineering.

Participant Testimonials

Past participants have found the training to be highly relevant and beneficial. Devlin Connor, Vehicle Superintendent with the Government of Anguilla’s Vehicles Department, shared his experience:

“This training course was incredibly valuable and came at a critical time, as electric vehicles represent the future of transportation. It was essential for us to have the opportunity to attend, gain insights, and receive hands-on training in EV operation and safety practices. This knowledge will enable us to be better prepared to manage the challenges and opportunities that arise from the adoption of EVs.”

Vince Archibald, Technician, Automotive Division, Clarence Fiztroy Bryant College, reflected on the significance of the training: “This training was an eye-opening experience, providing hands-on expertise and a deeper understanding of EV technology. The programme was not only highly beneficial but also innovative, equipping us with the latest industry knowledge and best practices. As the automotive industry transitions to greener technologies, this kind of specialised training is essential for keeping professionals ahead of the curve.”

Expert-Led Training

The training will be facilitated by Andy Latham, a globally recognised expert in electric and hybrid vehicle technology, with an extensive career spanning senior management roles in the automotive sector. As a Fellow of the Institute of the Motor Industry (FIMI) and an Incorporated Engineer with the Engineering Council UK, Latham will provide participants with a world-class learning experience.

How to Register

Contact training@carilec.org or slprimus@carilec.org, provide your organisation’s name, the number of participants and contact details. For further inquiries, call +1 (758) 717 9577.

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Businessuite Markets

Looking Forward To OCM Group Returning To Growth Path In 2025 – Faarees Hosein

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The OCM Group for the year ended December 2024 reported Revenues of TT$301M / US$44.3M (2023: TT$318M / US$46.8M) and a NPBT and impairment of TT$17.1M / US$$2.5M (2023: TT$37.2M / US$5.5M).

In 2024, our Newspaper segment incurred restructuring costs and other one-off costs as management sought to develop business models better aligned to the current operating environments.

In Barbados, capacity challenges with the electrical grid persisted and impacted the financial performance of our Renewable Energy company. However, action has been taken to reduce the operating cost of the company while the relevant authorities seek a final solution.

In Trinidad, the forex shortages seriously affected our Distribution business and put a strain on supplier relationships. Efforts are being explored to mitigate this problem.

Positively, Flexipac (Packaging company) and Green Dot (Cable/ Internet services) were both able to achieve healthy profitability growth. In the case of Flexipac, the Company was able to double its regional sales and forex earnings and this growth trend is expected to continue with the introduction of new product offerings in 2025. Green Dot completed the rollout of the first phase of its fiber expansion program and is expected to launch the second phase during 2025. Both of these companies have been able to successfully progress their strategic plans to ensure the delivery of sustainable growth.

Our media assets in Barbados and Grenada were able to report profitability growth notwithstanding a contraction in advertising spend. This performance was realized due to the strategies implemented to achieve improved cost efficiencies and enhance our value proposition to customers. Additionally, our media assets across the Group were collectively able to report Digital Revenue growth over prior year with E-paper subscriptions growing by 36% over 3 years.

The Board has taken a conservative decision to impair its investment in one of its associates which has a long outstanding receivable due to it. Notwithstanding this impairment, it is anticipated that this matter will ultimately be favourably resolved and will redound to the benefit of all parties. The Board expresses its gratitude to the management and staff for their unwavering support and dedication throughout the year and we look forward to the Group returning to its growth path in 2025. Having regard to the Group’s performance and capital expansion plans, a dividend of TT$0.10 has been declared and will be paid on 31st July 20

Faarees Hosein Chairman 26th March, 2025

For More Information on One Caribbean Media Limited – Audited Consolidated Financial Statements for the year ended December 31st, 2024 (Summary) Click Here

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