This situation unfortunately happens far too often a zest for training for the sake of training, its almost like analysis paralysis.
Reminds me of a professional sports team who trains without a game plan strategy, they are all physically fit but with no game plan they’ll regularly loose.

I would think that ES Research would perform due diligence before they endorse any company. It shocks me to see that have not done the due diligence.

I recently saw that you are recommending Action Selling. Are you aware that major elements of their sales process are a direct copy of Max Sacks International’s Track Selling System?

Yes, Duane Sparks had been part owner of Currentech. And yes, he was a strong supporter of sales training. What he left out of his Web site was that he was one of my clients for a number of years before selling Currentech going back to 1983/1984 and for several years thereafter.

What he left out was that I worked with his sales team almost every month.

He told me that he would love to do what I do whenever he sold his computer company. Little did I know that he would do exactly what I was doing.

At the time I had been Vice President of Max Sacks International and in 1992 started my own company at which time I became a distributor of Max Sacks International.

Look at the page entitled Buyer/Seller Relations. Then go to http://www.Maxsacks.com and look at the 5 Buying Decisions. Exactly the same.

Look at the page entitled Presentation Skills. Then go to the Max Sacks Web site and look at the 7 Steps to Selling. You will notice that 7 of Action Selling’s 9 steps are labeled exactly the same or essentially the same.

Dave, you should carefully consideration the ethics of the companies you endorse – whether explicit or implied.

Al

Guilty as charged. Actually, as a sale professional your site a wonderful place to “lurk.” So, in the shadows no more I wanted to comment on your “What’s Really going on with Sales?”. Great perspective and certainly accurate from my over 25 years of experience. Having been on both sides of the table I have made these mistakes and seen them made.

To me, once you go through this cycle it becomes appearant that change for the sack of change usually repeats itself. Strategic change, they type that actually delivers improved results needs to be supported or driven by the product or services you are oferring.

A new sales VP can change personnel and process. Change in product or service is what will drive a true difference in results rather than just changing the optics.

We all know it is linked with many interdependencies. If a new sales leader performs an objective market assessment of they will understand if success is possible.

So, this was my first post and commit to sharing when I feel my insight/opinion is worthwhile.

Lorne

I started http://first90days.wordpress.com/ just to see if the subject of ’starting a new sales job’ could turn into an e-book or something more… conversely if the posts are uninspiring then I scrap it and move on… not much lost.

I think a blog should be an extension of what you do, not only what you are doing.

Sean

I don’t always agree with your conclusions, but I always appreciate your views.