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Business

The role of creativity in sales training 

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The role of creativity in sales training 

Advice offered by Tony Hughes, CEO at global skills development company, Huthwaite International, which, over the past 20 years, has worked with senior sales and negotiation professionals across the globe to help them excel in their roles and drive growth for their organisations.

Over the past 20 years we’ve seen training and development strategies being utilised more and more as a tool to increase the productivity and profitability of companies, and to help up-skill teams to future-proof businesses.

At the same time, there is a growing emphasis on ROI, ensuring companies can continually demonstrate a business case for any investment made in training.

Often at the sharp edge of this are sales teams, whose output before and after a training intervention can often be accurately measured, usually in pounds and pence. It is therefore essential that any training genuinely works – and continues to work. However, that’s not always the case, and as industries evolve, and new technologies come to the fore, it’s not uncommon for traditional sales approaches to be less effective than they once were. And for learning and development professionals, this presents a duo of challenges; continually demonstrate value, while ensuring that any sales training methodologies are still relevant and effective.

Learning from the best

This is an issue currently facing the Medical Device sector. At Huthwaite International, we recently commissioned a major European-wide benchmarking study of senior sales leaders working in the Medical Devices field and found a collective feeling that existing sales techniques simply aren’t as effective as they once were. Not only that, but the study revealed the market is advancing at such a rate that existing sales team skill sets are struggling to keep up.

So why should you be interested in what’s happening in the Medical Devices field? As a global industry where sales processes are highly sophisticated, the macro trends happening in this sector can, in many respects, be treated as a barometer for other industries, especially if they are facing similar commercial challenges, namely shrinking budgets and evolving buying methods.

Within this in mind, it’s useful to examine one of the areas in which Medical Device sales leaders are seeing potential for growth and success within their teams; creativity.

The importance of creativity

Our report showed that in the Medical Devices sector, the necessary skills for success today and in the future are based around – among other things – creative commercial thinking. What became clear was that professionals today are clearly placing the ability to add value to a sale through innovative commercials – arguably out of necessity – over the need to focus on price-led selling, which historically is founded upon the pillars of strong relationships and innovative product sets.

This desire to create new commercial models, for example, by providing added-value services such as remote patient monitoring, new payment models such as pay-per-treatment, or more effective patient intervention that reduces hospital readmission, may end up being more valuable to the hospital than the device itself. This innovation is being driven by a perfect storm of healthcare reform, involving a need to prove clinical effectiveness and control costs, along with increasingly complex sales and contracting models.

Put simply, within the sector, we are seeing a shift from traditional ‘push’ selling techniques – based on factors such as mutual understanding, relationships and product features – to more sophisticated and nuanced model of ‘consultative’ selling. Here, the seller offers a solution and in some cases a whole new vision, to meet the client’s expressed and implied needs which can include commercial imperatives far removed from the product purchase in question. This approach is much more effective and sustainable, but does require the seller to be in command of their verbal behaviour, specifically their questioning techniques, to reveal the full needs picture and so align their solution creatively and persuasively.

The focus on creativity doesn’t end there. Our benchmarking study also explored where sales leaders anticipated their future growth would come from, and while new product development and innovation rated highly, so did developing creative commercial models and innovative pricing during the sales process.

Both pricing and commercial models are absolutely the domain of the effective sales professional. In the Medical Device sector, this is manifesting itself as a result of the increasing need to sell to multiple stakeholders with a variety of objectives from clinical to business-related. This is a different proposition entirely to the legacy model of features-based selling aimed directly at a single clinician. A sales rep might now need to have high impact conversations with a widely varied group of people, from Chief Financial Officers (CFO) to Business Managers and Buyers.

As such, it is not uncommon for professionals to be required to find and convey value above and beyond the effectiveness of the medical device itself. For example, the ability to create new revenue streams or deliver therapeutic advantage while also reducing the amount of time clinicians have to spend in the operating theatre. While the basis of this added value will be the result of painstaking research, anecdotally we know that sales professionals often need to carry out viability calculations ‘on the fly’ in the meeting as they receive new information and data. This is a real skill and comes down to asking the right questions on the day. As such, many traditional sales professionals are resisting this new way of working, as it pushes them way outside of their own comfort zone.

Agility will therefore be a requirement of the successful Med Device sales professional of the future. They will achieve a deep and meaningful understanding of customers’ wants, needs and commercial imperatives – both explicit and implied – through skilled questioning before aligning these to a solution or equally a value creating aspect of the solution. That could be a new payment model or a far wider holistic challenge the organisation may be facing. It’s a deeper but broader approach that requires fluency in verbal behaviour coupled with agile and creative thinking.

Learnings for all

Granted, we are talking about a highly nuanced sector here, but it’s possible other industries – especially if they are impacted by similar challenges as faced by the Medical Devices industry such as shrinking budgets or evolving buying methods, could already be experiencing similar trends. For those responsible for training and development in an organisation, this poses the question: which sales methodology will genuinely equip sales teams for the challenges posed by the future? Clearly, investing resources in a training programme, only for it to be rendered irrelevant as the market shifts and evolves could not only end up being expensive, but catastrophic for overall company performance so the key consideration has to be the need for the chosen methodology to be rigorously researched, timeless and validated. That’s why at Huthwaite International, our approaches are rooted in extensive behavioural research. Having spent four decades studying the behaviours that are needed for successful business, our solutions are among the most researched and validated on the planet.

Business

Staff training crucial for SME recovery post-COVID

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Staff training crucial for SME recovery post-COVID 1
  • 47% of UK’s top performing SMEs provide regular, formalised training for all staff
  • Despite this, 15% of small businesses report to never training staff
  • New findings come as part of an independent, holistic study into small business success, commissioned by Allica Bank to support British businesses

A new study, commissioned by business bank, Allica Bank, shows that the practice of regular training correlates strongly with high performance in SMEs and will be vital to businesses’ prospects of a swift recovery post-COVID. The study analysed data from over 1,000 companies and ranked their success on a scale that evaluated factors including productivity, growth, consistency and outlook.

Post-pandemic, many businesses will be focussing on day-to-day survival; it might be easy to forget long-term planning, of which staff training is a key component. Allica Bank’s findings indicate that small businesses should incorporate training programmes into their recovery strategy to ensure long-term viability. Training will improve morale, retention and boost the company’s credibility.

The study showed that routine staff training is a common characteristic among the most successful SMEs. 47% of the 100 highest scorers on the SME Performance Index provided training for employees at least on a quarterly basis. However, nearly half of all small businesses (46%) only provide training once a year or less, inadvertently hindering their growth and success prospects.

Frequency of training also differed across sectors. 34% of legal businesses provide training for staff once a month compared to just 6% in the hospitality and leisure sector. Whilst there will always be sector-specific disparities, firms in all industries can benefit from boosting and improving their training programmes.

Chris Weller, Chief Commercial Officer, Allica Bank, said:

With so many concerns and barriers for small businesses to navigate in the immediate term, it can be difficult for managers to focus on the training and development of their teams. However, if COVID has taught us anything, it is that adaptability and resilience are invaluable.

“The provision of regular training not only builds these characteristics into teams but serves to maintain a sense of value and togetherness that will boost morale, aide retention and improve performance – all of which contribute to the ongoing success of a business.”

“There is no one-size-fits-all approach to training, but it’s vital for business longevity that staff are supported with a formalised programme of some description. Customers will respond well to a company whose employees demonstrate enthusiasm and competence. Employees also need to feel that their skills are constantly being improved and expanding. These skills will contribute to the success of a company and this will feed through to the bottom line.”

Allica Bank’s SME Guide to Success identified six ‘rules to success’ that were more likely to be displayed by top-performing SMEs compared to their counterparts. The full report contains a wealth of additional data and insight into each of these topics.

As part of its mission to empower small businesses, Allica Bank is making the findings freely available and running a series of free online workshops with relevant partner organisations for businesses to attend.

Aliya Vigor-Robertson, CEO, JourneyHR, the expert partner for Allica Bank’s training workshop, adds:

Staff need direction and the knowledge that they are advancing in their career to stay motivated and engaged at work. An unmotivated, disengaged team is no recipe for long-term success and will ultimately hamper a business. Team members that lack tangible support from above are less likely to identify with their role and its duties, which is a completely natural reaction.

“Regular staff training is a key component of tangible support and will make the team feel secure in their career development. A happy team with purpose and direction will contribute to a thriving business”

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Business

What Is Globalization

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What Is Globalization 2

What is globalization? Globalization, or inter-connectedness, is the ever-growing process of integration and interaction among countries, individuals, businesses, and even governments all over the world. Globalization has rapidly accelerated in recent years because of advances in communication and transportation technology. This allows us to be able to get from one country to another quickly and easily. This also allows us to communicate freely use the Internet to connect with our friends and families around the world.

So what is globalization and why is it important? Globalization will benefit many people around the world who are looking to travel more freely, save money on their monthly expenditure, be able to meet new friends and relatives from different parts of the world, learn more about a new culture, and take part in trade and commerce.

Globalization will benefit all of us because there will be more opportunities for everyone to participate in global markets. People in different countries have access to resources, information, and products they wouldn’t have otherwise been able to afford. There are also many opportunities for people to work at home.

Globalization is not just an economic boon, but it can also benefit all of us in other ways. As globalization continues, the boundaries between individuals, states, and countries will become less porous. There will be fewer political conflicts in the world, less violence, and a greater sense of cooperation, tolerance, and peace. These are all positive impacts of globalization.

However, globalization has also created some negative effects as well. It has caused people from one country to move to another to take advantage of globalization. This is also leading to some negative consequences such as a reduction of jobs in some countries. The effects of globalization also include increased competition and unemployment in many countries. Due to this decrease in jobs, wages are dropping.

The only way we can stop globalization is to make sure that we know what it is and what its benefits are. We must understand globalization and its impact on our lives and make sure we are ready to accept the changes that it may bring. if it is inevitable in the future.

The key is to be educated about globalization. There are plenty of books, websites, and television shows that explain how globalization is impacting us and the rest of the world. Globalization is not always bad, but we must be careful not to lose sight of its positives.

In the end, globalization is here to stay, so we must learn to live with it and embrace its benefits. We cannot fight it and try to fight it off, but we must learn to deal with it. And we can do that by educating ourselves. Globalization is here to stay for the long term but we must learn to adapt to it and learn how to live with it.

Globalization can be beneficial for all of us, but it has also caused many problems in the past. There were many cases of unfair trade practices and there was the rise of unfair labor practices. Some people argue that globalization has also reduced the pay of most Americans. So while globalization is definitely not all bad, we should understand that the benefits of globalization are not unlimited. and that we must be willing to give it some limitations and accept some sacrifices.

The biggest benefit of globalization is the ability for all of us to communicate with each other easily. The ability to connect with other people across borders makes it possible to share ideas, information, and knowledge. Since we can communicate with each other, the chances of getting a good price for our goods or services goes up dramatically. and it also allows us to save money by buying in bulk. This also translates to more savings on our end.

As mentioned earlier, globalization has brought about a change in the way people work and live because people are no longer tied down by jobs. They now have the freedom to travel and do what they enjoy.

As globalization continues, there will always be some people who are unhappy with globalization and are afraid to open their eyes to new opportunities that are available to them. But that is okay; this is part of the process of globalization.

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What Is Microsoft Teams

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What Is Microsoft Teams 3

Microsoft Teams is an application and web-based collaboration tool that combines chat, videos, online collaboration, document storage, and collaboration with other applications. The service integrates well with the Microsoft Office 365 business solution and features numerous extensions that can integrate well with other non-Microsoft products, like SharePoint. There are many different versions of Microsoft Teams but here are some of the basic functions that all versions offer.

Teams also offers a variety of options for people to create and customize their own groups. This feature provides a way for people to organize their teams within Microsoft Teams. For example, there may be teams for business projects and then another group for personal tasks or social tasks. There are also different types of teams which include teams for social, personal and business.

Microsoft Teams allows users to make lists of files and documents and view them from different perspectives such as in the document viewer or from another Microsoft Teams project. This feature is called “project pane”, and it shows a summary of each of the files in the project. There are also sections for all files in the project that you can see in the “Files” pane.

Microsoft Teams gives users the ability to share information and collaborate on these shared items. A user can create a document that has other people add comments or attach files and then save the document to a list so that other people can view the document in a Microsoft Teams document viewer.

Another feature of Teams is the ability for you to invite other team members to work with you. A user can join a team and then invite other team members to collaborate with the team members who join the team. You can also invite team members to join a new team. When a team member joins a new team, they will be automatically added to your existing teams and the teams will merge together.

Microsoft Teams provides a number of different ways for you to collaborate with others and see the files and documents of others. These include groups and threads in the main document viewer. You can search your files using the search box in the document viewer and you can share your documents with others by email.

Microsoft Teams provides users with a variety of different tools to help you organize and manage your teams. You can assign members to specific teams, assign permissions to members, create custom groups, organize tasks and events, and organize files and documents into groups.

Microsoft Teams can help you build a team and create a collaboration culture that you want to create at your organization. You can use this tool to build effective teams and increase productivity and improve your relationships within the organization. Microsoft Teams offers a variety of options to help you get started and become more productive quickly and easily.

Teams are created easily. If you have several departments within your organization and need to create a team for each department you can do this easily. Teams are made easy and you can get your teams up and running quickly.

One of the best features of Microsoft Teams is the ability to invite people from around the world and let them work with the same documents and projects. You can have the documents and projects organized and shared in the same way throughout the entire organization, regardless of what country they were created in. You can create a similar project in the same language that they were created in and share it with other employees in the organization.

One of the most amazing features of Microsoft Teams is the ability to have multiple team members edit and view the documents and files in the same way. With Microsoft Teams you can have a document and have people edit the same document at the same time without any problems. The changes that you make can also be seen by other team members and can be modified by them without ever needing to send the document again.

Microsoft Teams is the perfect tool for building a powerful and effective collaboration culture. You can share documents and files in the same way that the rest of the organization can view the information.

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