2 July Reality Test of Business Assumptions (...must fit..)

[Paul Terlemezian]

This is a follow on to "yesterday's" topic. Our intuition has been shaped by the past and if we continue to look inward and only to precedent we are at risk of missing today's reality.

 

While we should not discard intuition or precedent we should understand the "why" that made yesterday's reality come true (Let's all become history buffs!)

 

Our understanding of environment, mission and competencies will be shaped by our ability to correctly perceive what the world is telling us. This is the value of social media. We need to enhance our "social" listening skills!

 

How must the corporate training function respond this to remain relevant? Whose voice should we be listeng to? The learners? The managers of the learners? Our company's customers?

 

A technique I have taught salespeople as they prepare to study a prospect so that they can learn how to "approach" them is to "study" the prospect as if they the salesperson were seriously considering becoming a customer of the prospect. This "study" could reveal areas where the prospect needs help.

 

How can the corporate training function hear our company's customer?