The skills and traits for success in a sales management position overlap but are very different for success in a direct selling role. That means that if that salesrep, no matter how well they have performed, does not possess the specific skills and traits required for success in that management job, they are likely going to [...]
Filed under: Hiring, Leadership, Research | 10 Comments »
Savvy sales leaders know that an effective compensation strategy is critical for retaining and motivating sales talent. Most salespeople are motivated, at least in part, by money. If you provide them with everything they need—competitive products and services, an effective sales methodology, tools, support, references, technology, training, coaching, leadership, and management—but don’t compensate them properly, [...]
Filed under: Compensation | 3 Comments »
As I write this I’m attending a client’s annual sales conference at a resort in the Midwest. The client is a large insurance company. Although I have a workshop to facilitate tomorrow morning, I’ve been in observation for the past two days. Yesterday there were three presentations: the president and co-chairman of the parent company, [...]
Filed under: Leadership, On the Road | 4 Comments »
First, if you’re a regular visitor to this blog, thanks! Obviously you keep coming back for more content. If you would occasionally like that content in a different medium, here are a few recent podcasts where I’ve been interviewed by some people whom I respect: B2B Sales and Marketing Alignment Strategist Maureen Blandford interviews me [...]
Filed under: Interview, Marketing, sales training, Sales Training Companies | 1 Comment »
Geoffrey James, former BNET Sales Machine blogger and now Inc. Magazine columnist, refers to me as "the world's top expert on sales training," a designation I'm proud to accept.
ESR publishes independent evaluations and comparisons of sales training companies and their programs and services. (Think Consumer Reports, JD Powers, or Gartner.)
We also coach CEOs of leading sales training firms as well as individual sales trainers on how to grow their businesses and be selected more often in opportunities where they meet customer requirements.
I'm proud that ESR is recognized as the leading authority on sales training programs and sales performance improvement.
For the past twenty years I've focused my career on the area of sales performance improvement, sales effectiveness and especially sales training.
Presently I write the regular sales training column for Sales and Marketing Management magazine.
I can be reached at
+1 (508) 313-9585 Ext 706
