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Articles & Whitepapers

Special Rerelease: How to Sell to Value
in the New Sales Environment (e-Book)

Special Rerelease: How to <i>Sell to Value</i> <br/>in the New Sales Environment

Do your salespeople know how to determine value for each customer opportunity? As many organizations were forced to make changes, your customers’ idea of value has likely changed during this tumultuous year as well.

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Leadership as the Catalytic Force Behind Workforce Reengagement: Recreating a Culture of Engagement

New leadership article, Leadership as the Catalytic Force Behind Workforce Reengagement examines the factors that lead to workforce disengagement and provides critical leadership insights for reengaging the workforce. This article explores what influences an employee’s decision to engage and leadership best practices to create a culture of high engagement. learn more

Leadership Competency Model: The Competencies Required for Effective Leadership (Point of View Paper)

What are the competencies required for effective first-level, mid-level, and executive level leaders? Wilson Learning takes the approach of assessing and developing leaders with the intent of tapping both leadership skills and leadership character. Learn more about the specific competencies required for developing effective leaders at all levels of your organization. learn more

Leadership Versatility: A Leader's Most Powerful Skill

What is the most powerful interpersonal skill leaders should have? The answer is Social Styles Versatility. Employees don’t leave companies, they leave managers! Equip your leaders and teams with Versatility skills—address complex challenges, reduce conflict, and build more collaborative relationships throughout the organization. learn more

Leading for Sales Performance: Can Your Sales Managers Answer These 5 Critical Questions?

Would you ask the best violinist in the orchestra to take over conducting without any preparation to be a conductor? Probably not. And if you did, you wouldn't have very high expectations for the orchestra's performance. Yet this is exactly what most organizations do. They promote high-performing salespeople into management roles without preparing them to be confident and competent in the critical areas of coaching, motivating, and developing their people. learn more

Leading from a Distance: 6 Leadership Strategies Managers Need to Know

In a market fraught with uncertainty, many companies have focused on cutting expenses and increasing productivity and efficiency as a way to stem market share losses and reverse downward sales trends. This often means downsizing and reorganizing to reduce labor costs, eliminate redundancy, and better target scarce resources. In the process, offices have been closed, divisions and departments merged, employees dispersed, and leaders challenged to manage wider spans of control . . . learn more

Learn Key Findings from the Annual Leadership Survey with Training Magazine (e-Book)

For the third year, Training magazine and Wilson Learning teamed up to conduct a leadership development survey. More than 700 respondents shared their insights for effective leadership. Discover specific key actions your organization can implement to prepare the next generation of leaders. Download your Illustrated e-book now and review the survey findings! learn more

Learning Transfer Made Easy: 4 Lessons Learned from Experience

If you ask a busy learning professional about learning transfer, you'll likely hear two things: First, it's very important; second, it's very hard. So what is it about the process that makes learning transfer so challenging? learn more

Leveraging Manager Involvement for Learning Transfer: 3 Tips to Pull Learning Through Your Organization—A Blueprint for Success

Managers play a pivotal role in the transfer of learning and helping to drive performance results. But how can we best leverage busy managers' involvement in maximizing learning transfer? We've honed it down to three practical yet effective tips. learn more

Master Versatility to Drive Sales Results: Applying Social Styles to Gain Access, Increase Close Rates, and Protect Your Customer Base

As a sales leader, you probably debrief sales calls, review sales campaigns, analyze prospecting activity, and ride along on certain customer calls to observe or assist. No doubt you have noticed that each salesperson has some customers and prospects that they easily connect with, and others that they don't. learn more

Negotiation: The New Customer Standard: 5 Strategies for Sales Negotiations

The traditional “us vs. them” approach to negotiating has passed. Today's sophisticated buyers want sophisticated selling. Your future clients demand collaborative conversations, fair outcomes, and a process that ensures their needs and interests are met. To meet this new standard, your salespeople must possess the confidence and the negotiation skills to succeed. How prepared is your team? learn more

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