Robert Coates

What do you do when your sales model no longer works?

Your marketplace is changing in fundamental ways. Your customer’s business model has changed.  The decision makers have changed.  Not surprisingly, the sales model that you and your competitors have relied on for decades is no longer delivering the results you need.  You aren’t sure that you even need a sales force anymore.  But there are…

Get Alignment Upfront

Training doesn’t happen in a vacuum, the success of a training program depends on more than just a good design. Stakeholder commitment and buy-in is critical. Many a well-designed program rests on the dust heap of organizational training because it turned out a critical stakeholder wasn’t onboard. Ensuring stakeholder buy-in is even more vital when…

A Picture is Worth a Thousand Words

At Blueline we are very familiar with the power of a strong visual image. Our highly successful Learning Blueprints are built on this principle. But what if you could combine the engagement created by a picture with the clarity of the spoken word? It turns out you can. One of our clients is rolling out…

Now You CAN Have It Both Ways!

Back in 2010, David Milliken and I engaged in a spirited debate here in this blog. We explored whether skill practice through eSimulations was as effective as live role-play in a classroom. As a quick recap, I argued that there are important aspects of live role-play that could not be replicated in an eSimulation. These…

Coaching Still Just as Important, But Harder Now

Research by Mary Broad and John Newstrom, as reported in their book, Transfer of Training, establishes how critical the manager’s role is to newly trained skills actually being used on the job. The authors assert that what the manager does before and after training occurs is even more important than what the training designer or…

Gamification – It’s More Than Keeping Score.

As our previous posts have alluded to, gamification is the current hot topic in training.  And there is real power in well-designed, effective gamification in other aspects of life, as David Hutchens mentioned last week. Many people are now discovering the power of gamification combined with social networking to make positive changes to their weight…

Coaching Still Just as Important, But Harder Now

Research by Mary Broad and John Newstrom, as reported in their book, Transfer of Training, establishes how critical the manager’s role is to newly trained skills actually being used on the job. The authors assert that what the manager does before and after training occurs is even more important than what the training designer or…

Mobile is a Different Medium

A number of tech writers have said that with its introduction of the iPhone, Apple didn’t create a smartphone but a pocket computer that can operate as a phone. Given everything that people do with their smartphones now I think they are right. The function I use the least on my iPhone is making phone…

Author Moves us Closer to the Promise of the iPad

When the iPad was introduced three years ago many in the community wrote about its potential use in corporate training, including me. Since then, many organizations have begun to take advantage of the iPad’s portability, constant connection through WiFi or cellular networks and engaging interactivity to create custom training solutions for their workforce. Unfortunately, the…

Increase your EQ (Emotional Intelligence) through Simulation

In some of our recent blog posts we’ve explored the importance of Emotional Intelligence (EQ) and how your EQ may be even more important than your IQ at predicting success. So, is your Emotional Intelligence Quotient like your Intelligence Quotient — you have what you are born with and nothing is going to change that?…