The Qustn Cafe

5 Reasons That May Cause Failure of Sales Training

[fa icon="calendar'] Jan 19, 2017 12:00:00 PM / by Bhaswati Bhattacharyya posted in sales training

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Today’s sales force are more distracted and hard pressed for time than ever. They are motivated to learn, but don’t appreciate wasting time attending full day training sessions. At the same time, new innovations are happening every day with an increasing complexity in terms of product features and benefits. Also, the new age customer is smarter and well informed than ever. Such realities make the job of a sales person complex and tricky. Along with this, the rise of the millennial workforce calls for sales training more than ever! This is why their training needs to be the best – there is no short cut. However, this is far from a dream.

ATD Research found that organizations spend an average of $954,070 on sales training every year. And they spend an average of $1,459 per salesperson annually—which is $230 more than the average organization’s training expenditure per employee for workers in all functions ($1,229) as reported in the 2015 State of the Industry. 

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6 Types of Assessments to Drive Employee Engagement

[fa icon="calendar'] Jan 12, 2017 1:30:00 PM / by Bhaswati Bhattacharyya posted in employee engagement

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The recent learning environment has seen an explosion of digital content, which makes it easier for you to train your employees on essential skills. The advantages of mobile learning for organizations are many. Most popular ones are that they save a lot of time, reduce training costs and also enable employees to learn at their own convenience as learners are not restricted to the confines of a classroom or strict timings. However, there are also challenges to incorporating mlearning - one of the biggest ones is finding ways capture the attention of learners, and keeping them engaged.

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5 Ways to Use Rewards & Recognition to Drive Employee Engagement

[fa icon="calendar'] Jan 10, 2017 11:35:00 AM / by Bhaswati Bhattacharyya posted in Engagement, Employer Branding

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John Ruskin once said –

“A little thought and a little kindness are often worth more than a great deal of money.”

Even though this quote is more than a hundred years old, it still holds true, especially if we look at it from an employee rewards and recognition POV. The much followed hierarchy-of-needs model by Maslow also emphasizes that wages are definitely important and usually one of the most common motivators for labour. After all, money does satisfy the immediate necessities of employees, mostly by helping them buy the things they want. But what is really essential are the needs found on the higher levels, which are not associated with money, but with emotions like self-esteem, and a feeling of belonging.

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Top 5 Ways To Ensure Employee Engagement

[fa icon="calendar'] Jan 5, 2017 1:30:00 PM / by Bhaswati Bhattacharyya posted in employee engagement

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"Only 13% of employees worldwide are engaged at work. Managers everywhere can help solve this problem - and reap the benefits of higher employee engagement."

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6 Worst Closing Mistakes in a Sales Process

[fa icon="calendar'] Jan 3, 2017 11:30:00 AM / by Bhaswati Bhattacharyya posted in sales process

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25% of buying decisions depends on the interaction with the sales professional.

~ McKinsey & Co.

The whole point of selling becomes questionable if a deal is not closed. Prospecting, meeting, negotiating and all the various steps in a selling process can become a complete waste if a close does not happen. As much as it is important to understand and apply the right sales techniques, it is equally important to master one’s closing skills as it can be one of the trickiest part of the sales process, though assumed otherwise.

Here are a few mistakes which should definitely be avoided to close a deal successfully:

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6 Steps to a Successful Sales Process

[fa icon="calendar'] Dec 29, 2016 12:05:00 PM / by Bhaswati Bhattacharyya posted in sales process

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60% of B2B companies lack a well-defined sales process.

There is no universally accepted sales process, as every organization or individual in sales will have their own say when it comes to defining it step by step. However, all established sales organizations do have their own versions which they believe help them increase the likelihood of their sales. But the need for setting up a detailed process is essential, as that not only helps one function better, but the blueprint can serve as an outline for the new sales reps who join organizations. Every organization should look at how their best sales people function and what steps they follow. Such investigations are necessary as they can be communicated to the rest of the teams and followed suite.

Here is a step by step guide to a sales process that has worked out for most people:

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How To Create, Assign & Deliver Sales Training In 15 Minutes

[fa icon="calendar'] Dec 27, 2016 12:26:04 PM / by Bhaswati Bhattacharyya posted in sales training

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Sales is one field which requires constant training and organizations have made training budgets to keep their sales force updated and strong. ATD Research found that organizations spend an average of $954,070 on sales training every year. The scope for sales training is huge and with the complexity of products and the market every passign day, this needs to be constantly upgraded and made engaging from time to time. At the same time, we know the sales force is more hard pressed for time than ever. They dread classroom sessions and with the high rate of job hoppers in the sales industry, it is crucial for organizations to ensure that they create sales training programs which are easy to deliver to sales reps, give learners the convenience to access training at any time and provides bite sized and engaging content in a variety of interesing formats. As the truth is, gone are the days when employees preferred to learn sitting on their desktops, or classrooms. The preferences have now changed as the millennial workforce has started using and depending upon mobile devices to get work done.

66% of employees now use two or more devices every day, including desktops, laptops, smartphones and tablets.

~ Forrester Report on Mobile Adoption

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Mlearning Trends - The Rise of Emerging Economies

[fa icon="calendar'] Dec 23, 2016 3:03:08 PM / by Bhaswati Bhattacharyya posted in mlearning

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Mlearning as a phenomenon is gaining immense popularity because of the various advantages that it brings with it. It is becoming an increasingly preferred way of dissemination and information sharing for all kinds of educational and training purposes. The worldwide market for mobile learning is estimated to reach $12.2 billion by 2017

What is interesting to note here is the geographical usage and growth trends in the mobile education market.  Asia has seen the world’s highest regional growth for elearning. This demand has grown stronger with time because of increased internet penetration and increased use of mobile devices.

The Ken Research Group report, ‘India’s E-Learning Market Outlook to FY2018 - Increasing Technology Adoption to Drive Future Growth’, estimates that the market should grow at a Compound Annual Growth Rate (CAGR) of 17.4% over the period FY2013 to FY2018.

Asia also has the highest levels of smartphone penetration which has led to a rise in the share of mobile learning. India currently leads in ed tech growth right after the US, followed by China and UK. A growing trend has been witnessed in the use of educational apps in Asia’s mobile first markets, especially where the demography is characterized by a very young population. According to IDC, the number of PC’s will fall by 13% in 2017. The share of tablets and smartphones is expected to increase. There is a large market acceptance for elearning and mlearning products in the corporate training world.

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Your Sales Consultants Might Be Asking These Dangerous Questions to Prospects

[fa icon="calendar'] Dec 20, 2016 4:15:00 PM / by Bhaswati Bhattacharyya posted in sales consultant

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Owing to the lack of poor advice and coaching being given to millions of sales consultants, misguided or inappropriate questions are asked to potential clients everywhere. Even though the intent behind such questions aren’t wrong and seek to provide brilliant solutions to specific problems, the way they are asked and the words that are used can often lead to adverse responses, thereby becoming deal-breakers. The most powerful sales techniques involve asking the right questions at the right time.

Here are some questions you should NEVER ASK your clients:

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Are you Taking Good Care of your Millennial Sales Consultants?

[fa icon="calendar'] Dec 8, 2016 11:45:00 AM / by Bhaswati Bhattacharyya posted in sales training

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The world of business is changing every day at an alarming rate. Technological advancements, complex products and an informed customer are some of the highlights. But the change that has been the most phenomenal is the rise of the millennial workforce as sales consultants. This lot is very different from their counterparts and they need to be understood and taken seriously. By 2020, 50% of the workforce will comprise of millennials and this number will increase to 75% by 2025 (US Bureau of Statistics Report).

Let’s look at the major challenges that organizations are currently facing with this generation:

  1. Job hoppers – The millennial has the reputation of being the biggest job hopping generation with the highest rates of employment and underemployment in the US. As per Gallup, 21% of millenial workers had left their jobs in the last year to do something else.
  2. Highly disengaged – As low as only 29% of employed millennials are engaged at work (Gallup).
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