Posted on January 23rd, 2012 by Dave Stein
(Note: This post was updated on February 14, 2012.) In the previous post, I took you through some of the 2011 highlights in the sales training industry. I promised to share with you who ESR considers sales training industry leaders. A few points to consider: As you are probably aware, ESR’s Research Methodology enables our [...]
Filed under: Sales Training Companies | No Comments »
Posted on January 16th, 2012 by Dave Stein
On December 7, 2011 ESR delivered a webinar presentation on the state of sales training (download the MP3 or PDF—free registration required). It was an hour full of valuable intelligence and insight for sales training companies and sales trainers in corporate L&D organizations. Here are some of the points I made during the event. First, [...]
Filed under: Book Recommendation, Buyers, coaching, sales training, Sales Training Companies | 1 Comment »
Posted on January 10th, 2012 by Dave Stein
Yesterday I sold my plane. It is a 1978 Cessna 182Q. Seats 4. Cruises at 160 MPH. What a wonderful plane it is. I bought the plane in 1995 after Datalogix International, a company where I was a principal, went public. I flew nearly 2,000 hours in the plane with trips to Florida, Atlanta, Chicago, [...]
Filed under: sales process | 8 Comments »
Posted on January 3rd, 2012 by Dave Stein
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 Training Companies | No Comments »
