I once had a dog that was very energetic. I decided he needed training. The trainer insisted that I attend the training, something that was difficult for me to do at the time.You cannot have a dog trained for you. There are people who will train your dog, but once they return the dog to you, you will not have anything near the same level of obedience from your dog when compared to the trainer.If you ask the dog trainer why you have to be there when they train the dog, they may not tell you that they are really training you, but that is certainly what they are doing. The truth is that you are not very good with dogs.I am not comparing salespeople to dogs or sales managers to their owners. I am using this analogy to make a very simple, very important point about training and development. That point is that it is the person responsible for the behavior of those in their charge. If you train a salesforce and believe that this by itself will be enough to make a difference in your results, you are overestimating what training can accomplish. The results don’t come from the training; the results come from the execution after the training.After you have trained your team, the execution becomes the responsibility of the person who leads them, their sales manager. The sales manager is responsible for ensuring that what has been trained is executed. For many, this is a new set of more effective behaviors to replace older, less effective choices. This change of behaviors isn’t something that is easy to accomplish, nor does it happen overnight, making the sales manager the critical factor in any kind of real transformation or improvement (as if the role isn’t difficult enough already).When your sales managers aren’t involved in training with their teams, it’s a sign that the training isn’t going to produce the best possible results. More still, when the sales management team isn’t also trained, you are jeopardizing the future results that the training is supposed to produce.If your training isn’t producing the result you want, don’t look at the training, don’t look at the people being trained, look instead at their leaders. If they haven’t been trained to lead any transformation, you will have found the root cause. Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Now
The late Martin Howley who passed away yesterday.There has been widespread shock at the sudden death of Killybegs-based fishing tycoon Martin Howley.Mr Howley, aged 63, died after a short illness and was a leader in the fishing industry in Killybegs and worldwide.Born in Co Sligo, he came to Killybegs in the 1970s and, along with a small number of other influential figures, has been a force for growth ever since. After fishing for 30 years, he came ashore to take over as managing director of Swan Net Ltd in 1999 and led that company to continued growth and development.He has also been an influential member of the Killybegs Fishermen’s Organisation (KFO) and took part in negotiations both within the EU and beyond on behalf of fishing interests.A year ago, he was named managing director of a new company, Bio Marine Ingredients Ireland, which is planning to build a state-of-the-art facility in Killybegs for the extraction of fish oils, proteins and calcium for human consumption.That company is an amalgamation of the KFO and a Norwegian enterprise. The proposal is still in the planning process. Martin Howley was closely involved at all levels of the fishing industry, as a fisherman, in fish processing and net making. With other local Killybegs businessmen, he also had business interests in the United States fishing industry.Said Joey Murrin, former chairman and chief executive of the KFO: “Martin will be a tremendous loss to the fishing industry and a tremendous loss to the community. He was a natural-born leader. He will be sadly missed.”He is survived by his wife, Theresa, daughter Marguerite, and sons, Pauric, Noel and Sean.Local TD Thomas Pringle said “‘Martin Howley was a pioneer of the pelagic fishery in Ireland who was as comfortable at the helm of a boat as the boardroom of the KFO. He contributed to building a respected reputation world wide for Donegal fishermen’s skills and expertise. I would like to extend my sympathy to his family in this difficult time’.Martin will also be sadly missed by his wide circle of family and friends. SHOCK AT SUDDEN DEATH OF KILLYBEGS FISHERMEN’S LEADER was last modified: August 18th, 2015 by StephenShare this:Click to share on Facebook (Opens in new window)Click to share on Twitter (Opens in new window)Click to share on LinkedIn (Opens in new window)Click to share on Reddit (Opens in new window)Click to share on Pocket (Opens in new window)Click to share on Telegram (Opens in new window)Click to share on WhatsApp (Opens in new window)Click to share on Skype (Opens in new window)Click to print (Opens in new window)
Owens Corning is going into the mineral wool insulation business.The Toledo, Ohio, company has purchased Thermafiber Inc., a manufacturer of mineral wool insulation for residential, commercial, and industrial markets.Owens Corning already makes a variety of insulation products, including its familiar pink fiberglass batts, blown-in fiberglass, extruded polystyrene, and duct liner and duct board.Thermafiber has a single 145,000-sq. ft. plant in Wabash, Indiana, with about 150 employees. Owens Corning would not say how much insulation the plant currently produces.Thermafiber makes its mineral wool insulation from rock and blast furnace slag. It’s non-combustible, inorganic, and mold-resistant and has an R-value of about R-4 per inch, Thermafiber says. It is sold as loose fibers or formed into blankets or boards.Owens Corning said the purchase did not signal it was preparing to get out of the fiberglass insulation business. Mineral wood currently has a 4% share of the U.S. insulation market.Joe Ochoa, vice president and general manager, for Owens Corning Engineered Insulation Systems, said in a prepared statement: “Mineral wool insulation adds to our product portfolio and helps us to provide access to high-temperature commercial building applications.” The company said its short-term focus would be to take care of existing customers while it developed a long-term growth plan.Terms of the sale were not disclosed.