Update: December 9, 2010 Here are the results. There were 41 respondents. Those whose sales job was: Their first: 11 or 27% Their second: 11 or 27% Their third: 10 or 25% Their fourth: 5 or 12% Their fifth or more: 4 or 9% Original post: Some of us in the sales performance improvement business [...]
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The first time I remember hearing the term “sales and marketing alignment” was in the mid 90’s. By then I had served as a VP of Sales for a time, then later as a VP of Marketing. Alignment was the perfect word to describe what I did not have with my counterparts in both of [...]
Filed under: Leadership, Marketing | 3 Comments »
During October I delivered a webinar for ASTD’s Sales Training Drivers. The title was How to Select the Right Sales Training Provider. Based upon ES Research Group’s experience and regular surveys, most decisions regarding third party sales training content providers are made for the wrong reasons in the wrong way. The result is wasted time, [...]
Filed under: Measurement, Presentations, Sales Training Companies | 1 Comment »
When we ask sales executives how they measure sales performance, 60% of them tell us that they don’t have a performance measurement system in place. Of the remaining 40%, a majority depend solely on a single lagging indicator: performance against quota/budget. If other metrics are even mentioned, they are typically the size/trending of their pipeline, [...]
Filed under: Measurement, Sales 2.0 | 11 Comments »
I recently spent a wonderful half-hour interviewing sales training industry legend, Mike Bosworth. Mike’s latest passion is working with salespeople on an under-utilized, but critical skill, storytelling. Really! Shortly after I started ESR, the subject came up. I was skeptical as well. But after you listen to Mike discuss how it all works, you may [...]
Filed under: Interview, Presentations, sales process, 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
