A Conversation with Sales Training Industry Leader Dave Kurlan Part I: What’s In It for Me (and My Sales Organization)? If you’ve been following this blog or investing in ESR’s research, you know how important it is to have the right people in and managing the sales team as an absolute pre-requisite to any sales [...]
Filed under: Hiring | 1 Comment »
Sales training continues to transition from the traditional classroom modality to virtual. This trend started back in the 1960′s and 1970′s, driven by Nightingale-Conant, originally publishers of sales training audiotapes. Now, the breadth of media available as learning platforms now extends to nearly every electronic device at our fingertips. Some sales trainers and sales training [...]
Filed under: Research, sales training, Survey | No Comments »
This week ESR delivered a webinar for sales trainers and principals of sales training companies.* The title was: The Sales Training Market is Growing Again. Are You Positioned to Earn Your Share? We posed the four questions in the slide to the right, and went about answering those questions with specific examples based [...]
Filed under: Sales Training Companies, Uncategorized | No Comments »
To Sales Reps and Their First-Line Managers: You have the right to be: Assessed for your individual strengths and weaknesses, Educated and trained in areas where you need improvement in ways you learn most effectively and efficiently, Provided with the tools and support to sell, Sent back into the field with improved selling capabilities, no [...]
Filed under: coaching, Sales Training Companies | 2 Comments »
Pretty scary, huh? It sure is, especially if you’re a sales manager looking for answers. Every day there is more bad advice posted on the Internet about what’s required for sales success, and it’s getting worse. I’m on dozens of sales trainers’ mailing lists. Among those emails, Google Alerts, my Twitter feed (“sales training” is [...]
Filed under: Professionalism, Research, sales training, Sales Training Companies | 6 Comments »
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
