Research-backed perspectives on making training stick.
June 2026 · By Jeff May
Credit union staff resist sales training because most of it asks them to be something they are not. The problem is not the mission. It is the method.
Read moreMay 2026 · By Jerry Rutter
Emotional intelligence in sales is not a personality trait. It is a measurable, practicable skill that determines whether a rep connects with one in four buyers or all of them.
Read moreMay 2026 · By Tom Riggs
Sales managers spend 13 hours a week coaching but 48% say they need better coaching skills themselves. AI role-play doesn't replace managers. It handles what they don't have time for.
Read moreMay 2026 · By Jeff May
60% of executives rank ROI measurement as their top priority for training investments. Most L&D teams still measure satisfaction. Here's how to close that gap.
Read moreMay 2026 · By Tom Riggs
Top performers have an instinct for reading buyers. But when you ask them to explain it, they can't. That makes the skill impossible to transfer, unless you name it.
Read moreApril 2026 · By Jerry Rutter
Most leaders have skills others see but they don't, and weaknesses they can't see but everyone else can. Data from Wavelength Labs' leadership assessments reveals how common both patterns are.
Read moreApril 2026 · By Jerry Rutter
When professionals learn to read communication styles and adapt in real time, the effects go far beyond individual skill. Meetings get shorter. Decisions happen faster. Retention improves.
Read moreApril 2026 · By Jerry Rutter
The skills that separate great leaders from average ones are behavioral, not technical. You can see the results. You just cannot teach them with a PowerPoint.
Read moreApril 2026 · By Jeff May
Organizations keep buying new training programs when the real issue is that nothing from the last five stuck. The budget is fine. The follow-through is missing.
Read moreMarch 2026 · By Jeff May
Most sales training fails because it relies on a one-time event without structured reinforcement. Here's what the research says, and what actually works.
Read moreMarch 2026 · By Jeff May
To measure sales training ROI, you need a pre-training baseline and a post-training reassessment using the same instrument. Here's how to move beyond smile surveys.
Read moreMarch 2026 · By Jeff May
AI sales role-play is a training method where salespeople practice realistic buyer conversations with an AI that adapts its responses and provides immediate feedback.
Read moreMarch 2026 · By Tom Riggs
Buyers make decisions differently. Recognizing those patterns in real time and adjusting how you sell is the single most impactful skill a salesperson can develop.
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