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By Ken Wax People—usually successful, senior-level people—will speak of this course easily, almost casually. They seem to know it well, as if they’ve taken it themselves. And the day may come when you hear it requested, with little further explanation, as the cure to some pretty serious problems. What course is this? It’s called “Sales 101”—and no one has ever taken it.

  By Judy Braun,VP, Global Talent Development, Heidrick & Struggles

BEST PRACTICES Edward Jones: Practice Makes Perfect (Sales Training) Each month, Edward Jones hires more than 150 new recruits with little financial background, then trains them to serve clients well. This organic growth is achieved through extensive training, including coaching by veterans, online study, virtual classes, weeklong stints of classroom training, and recorded role-play.

By Judy Braun,VP, Global Talent Development, Heidrick & Struggles Human Resources (HR) executives know all too well that despite continued high unemployment, one of the major risks to a business is the difficulty in locating and attracting the right talent. When it comes to shaping the future health of a business, the ongoing practice of retaining and hiring top talent is crucial. Recent research from Heidrick & Struggles supports the idea that as the economy improves, competition to find and keep this top talent will only become fiercer.

By Margery Weinstein

By Lorri Freifeld It’s not surprising an insurance company would have an insurance policy for the future. But Farmers Insurance takes that strategy one step further, setting its sights on 2020 with a far-reaching plan to foster growth, productivity, and leadership development through intensive training.

  Training 2012 Conference & Expo speaker John Castaldi shares the lessons from school we forgot to bring with us. As we transition from instructor-led training to self-paced elearning, we’ve forgotten two vital principles—structure and social rewards. Somehow, these important components for learning were, literally, left in the classroom.

By Les McKeown If you’re involved with any group of people who are trying to achieve common goals—whether by leading a Fortune 500 company or volunteering part-time at a kid’s soccer league—you soon become acutely aware that those goals will be achieved only through the work of the people in the group. Put simply, organizations don’t succeed in and of themselves—they succeed only through individuals,working in groups and teams.

By Jerry Klein, Senior Solution Design Strategist, Maritz Motivation Solutions We live in a world increasingly obsessed with games. From celebrity athletes performing before worshipful throngs to teenage boys lost in World of Warcraft, games engage and delight all ages. Businesses can capitalize on this trend toward play. Applying the mechanics of gaming to non-game activities can help to engage people in new and exciting ways.

By Annie Beecham, Marketing Coordinator, Connect the Dots Consulting