Touchdown! What the Packers Can Teach Us About Closing

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Touchdown! What the Packers Can Teach Us About Closing

It’s early January 2004. It’s a good day to be sitting in front of the fire. It’s a good day for hot soup and warm bread. It’s a good day to be a Green Bay Packers fan. The Packers are on the brink of their fourth NFC Championship playoff game in the last nine years. They have a three-point lead over the Philadelphia Eagles, who face an impossible fourth down and 26 yards on their own 28-yard line. Green Bay is just 72 seconds away from the NFC Championship game. All they have to do is hold Philadelphia to less than 26 yards. One play. That’s all.

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Rounding Third and Heading for Home: Training a Winning Sales Team

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Rounding Third and Heading for Home: Training a Winning Sales Team

Although I never met the man, I imagine Lou Boudreau would have made one heck of a field sales trainer. In 1942 the 24-year old Cleveland Indians shortstop was promoted to player/manager of his team, and for the next eight years Boudreau did what we, as trainers, are called upon to do every day: demonstrate success, inspire success and cultivate success. Think of it as the triple play of sales training.

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The Whys of Pharmaceutical Training

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The Whys of Pharmaceutical Training

I recently took my six-year-old neighbor Kristen with me to the garden store, and somewhere between a mouthful of birdseed and a pocketful of mulch, I was reminded of why I love being a regional trainer. I had mentally organized the trip much like I plan my sales calls, deciding in advance where to go and what to do in order to most efficiently accomplish the tasks on my list.

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