Ebbinghaus’ Forgetting Curve basically states that, after 30 days, someone only retains about 20% of what they’ve learned. We’ve always focused our sales training to include coaching for managers and reps both before and after the initial training. And it’s worked. Then came Covid-19, and the idea of a “single day of training” has been left in the dust. So we started thinking, “How do we pivot? And if we pivot, how do we better support our customers? Could we address the forgetting curve?". We interviewed sales leaders and sales reps, including VPs of Sales, Sales Managers, Inside Sales Reps, Field Sales individuals, and Customer Success. What we discovered is that people wanted a longer [...]
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So far Richard Harris has created 18 blog entries.
On behalf of all the hard working parents who aren’t able to say this, "Eff-You!" Yes, that's right. If you, the company, haven't come up with something other than "hit the number", then you are doing it wrong. What's your plan? Your employees are thinking about this, but in many cases, are afraid to say something. I recently discussed how employees should negotiate their work from home expenses, but many are afraid to do that too. Ultimately, they shouldn't have to negotiate because you should have a plan in place. So, what's your plan for your hard working people who fit one of these many scenarios right now? Single WFH parents with a child(ren) in school Single [...]
As WFH will continue to be the new normal it's important that companies and employees take a good look at what it takes to have healthy work from home policies, especially around the equipment needed. And most importantly, who is responsible for it? Whether you are in inside sales, field sales, marketing, engineering, HR, IT, this stuff matters, a lot. We believe that companies should build strong cultures, and as such, it's up to the company to provide these resources. Now, if you are in need of a job, bills, family, rent, mortgage, etc. Then we will absolutely support that you need not negotiate too hard on these things. But if you can, don't let [...]
Last year started with a bang This year started with soul. If you are in the inside sales, sdr, and frankly any part of the sales community and missed Rainmaker16 hosted by SalesLoft, then you surely missed another amazing inside sales showcase. We specifically use the word showcase because to call it an event cannot do it justice. In just two short years Rainmaker has become a leading destination for anyone wanting to learn about starting or growing their inside sales and SDR sales teams with precision, accuracy, efficiency, and effectiveness. 2015 started with a beat by incorporating the Atlanta Falcons drumline. 2016 started with soul led by the Voice of Atlanta. They set the [...]