quote:

I need to form the instructional objectives before I begin to decide the best delivery method.

This cannot be said too many times.

Agreed, would add culture, what works, levels etc. Nero

...and to be more specific... I would say one should identify the best learner-centric activities to achieve the objectives before selecting the delivery mode(s).

quote:

Originally posted by Bob Gately:
Hello Deegs:

How many salespeople?

Rank your sales people according to their annual sales and then focus your attention on the top performers to see why they are so successful. I'm assuming the top performers will be more successful than the rest.

Is it knowledge or behavior that allows the top performers to be so successful?

Bob

Hi Bob,
Sorry for the tardy response. We have approximately 1500 salespeople spread across 4 states.

We do have a comprehensive salesperson ranking system that we call "Power Rank." When we have conducted focus groups with our top salespeople it has been very difficult to pin down what exactly it is that makes them succesfull. Every one has their own spin that works for them but may not work for another salesperson with a different personality type.

We teach a methodology but the most succesful people mold that methodology to their personality to make it work for them.

We have found that the top salespeople are extremely knowledgable of their product but they all use that product knowledge in different way's.

quote:

Originally posted by nero wolfe:
Has anyone thought to ask the customers ?


Nero

Nero,
Thanks for the comment. We have thought to ask the customers. Unfortunately it can be difficult to get contact information from the customers who don't buy from us so most of our surveys have been with customers who did buy. Generally the customers who made a purchase from us give us great reviews that we honestly don't get very much out of. We have recently started contacting customers who did not purchase from us and we are receiving much better information from the customers that did not purchase from us. This is actually one of the factors that lead us to believe product knowledge may be deficient.