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Chapter Ten: Sales Training at Grundfos

Brinkerhoff, Robert Berrett-Koehler Publishers PDF


Telling Training’s Story

Since 2001 the PDJ Academy has developed courses and trained more than 800 internal participants a year in 2 main categories: a global sales, service and marketing training program (3 modules), and product training. The PDJ Academy reflects that Grundfos believes in creating a deeper sense of belonging and understanding with each individual employee. “We do what we do because we believe that employees who understand the organization in its context are good for business,” says

Kim Hansen, CEO of the PDJ Academy.

In addition to measuring immediate participant satisfaction after every course the PDJ Academy measures increases in knowledge by testing the knowledge of each participant before, immediately after, and again three months after courses are completed. The PDJ Academy also conducts an annual internal customer satisfaction survey.

Still, none of the metrics used so far had been able to disclose the impact of the training to the organization, nor did any of the metrics answer the questions: How is the training transferred to the job situation?

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3 Welcome People

Dick Axelrod Berrett-Koehler Publishers ePub

I had crossed the line. I was free; but there was no one to welcome me to the land of freedom. I was a stranger in a strange land.


Greetings. Whether you’ve picked this chapter as the place to start reading Let’s Stop Meeting Like This or have been with us all along, we’re glad you are here. This is the first of six chapters devoted to the elements of the Meeting Canoe, our framework for creating meetings that work. Each chapter is devoted to one section of the Meeting Canoe. In this chapter you will take a deep dive into the how and why of making people feel welcome.

Productive meetings are rooted in safety. The first task of any meeting is to create an environment that is safe enough in which to do the work. It all starts with creating a welcoming environment.

What a bunch of psychobabble!

Excuse me. Who are you?

I’m Clockman, protector of the precious minute. This talk about welcoming people is wasting time.

But, how welcome people feel determines how they participate in meetings. When people don’t feel safe, they can’t bring their best selves to a meeting. They are like tortoises, pulling their heads inside and waiting for the danger to pass.

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5 Drain the Swamp

Tracy, Brian Berrett-Koehler Publishers ePub

Everyone wants to be happy and self-fulfilled. Everyone wants to experience joy, satisfaction, happy relationships, and peace of mind. Why, then, are so many people, by their own admission, leading “lives of quiet desperation”?

In almost every case, as we have discussed, the lack of happiness and personal fulfillment can be traced back to negative emotions and the blocks they throw in the paths of our lives. Those ugly frogs deep in the mental swamp trip us up and hold us back.

People are always blaming circumstances for what they are. I don’t believe in circumstances. The people who get on in this world are the people who get up and look for the circumstances they want, and if they can’t find them, make them.


Because of destructive criticism and a lack of sufficient love in childhood, children can begin to develop negative emotions at an early age. As they become adults, these emotions can become more and more intense and generate additional negative emotions of various kinds.

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Chapter 10 Knowledge Is Power

Hartmann, Thom Berrett-Koehler Publishers ePub

One of the primary elements of a true, functioning, representative democratic republic, like we aim for here in the United States, is that its citizens be well informed.

When Thomas Jefferson wrote a letter to his friend J. Correa de Serra on January 28, 1786, and said, “Our liberty depends upon the freedom of the press and that cannot be limited without being lost,” he was assuming that Americans knew how to read their daily newspapers.

Not anymore. A 2005 study by the National Center for Education Statistics revealed that about 5 percent of the adults in the United States are not literate in English, meaning 11 million people lack the skills to handle many everyday tasks. Some 30 million adults, or 14 percent of the population, have “below basic” skills in prose. Their ability is so limited that they may not be able to make sense of a simple pamphlet, for example. Another 95 million adults, or 44 percent of the population, have intermediate prose skills, meaning they can do only moderately challenging activities. An example would be consulting a reference book to determine which foods contain a certain vitamin.1

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PeopleSmart Skill 5

Silberman, Mel Berrett-Koehler Publishers ePub

Power lasts ten years; influence not more than a hundred.


Dale Carnegie captured the wishes of millions of people when he entitled his best-selling book, How to Win Friends and Influence People. We don’t just want to have friends and loved ones; from time to time, we want to be an influence in their lives.120

Influencing others has to do with getting them to be receptive to your views, advice and recommendations. It is not about getting them to admit you are right or forcing them to do as you wish. You can’t make someone see the world as you see it, but you can sometimes open their minds to new attitudes and effective courses of action.

Unfortunately, many people are intent on making people over in their own image. Typically they get nowhere:

Maureen is one of the brightest people we’ve ever met. And one of the best read and best informed as well. She can be interesting to listen to—until the point when she wants you to agree with her. If you see things differently, she barrels ahead, stating with complete certainty how right she is. She does provide facts and figures to support what she’s saying, but if you still have misgivings, her posture is that “you simply don’t understand.” Maureen also has little patience when others express views that she disagrees with. You seldom get the impression that she considers what you think or feel. The net result is that she rarely influences the views of others. She may be admired for her brilliance, but people keep her at arm’s length. Sensing the rejection of others, Maureen retreats until the next time she is intent on changing people’s minds. Her efforts are always short-lived and unsuccessful.

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