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 »
Posted on December 14th, 2011 by Dave Stein
Thanks to the more than 2,000 of you who, as of today’s count, joined our last Sales Thought-Leader Panel Series either live or via our MP3 archive. Beginning in January, 2011, I will be moderating four new, unscripted, unedited panel discussions on today’s hot button sales issues. Join me online to listen, ask questions, and [...]
Filed under: Buyers, Inside Sales, Interview, Leadership, Measurement, Presentations, Sales Training Companies | 2 Comments »
Posted on December 1st, 2011 by Dave Stein
I recently ran into Brian Reilly in Cancun, Mexico, at a social event. With me being on the sales side and Brian on the marketing side, naturally, a conversation ensued. (No food was thrown, we assure you.) Brian is the founder of Solerte Consulting. I thought it would be valuable for you to hear from [...]
Filed under: Marketing, Measurement, Pipeline, Sales 2.0, Technology | 1 Comment »
Posted on November 1st, 2011 by Dave Stein
Last week I moderated the ESR Sales Thought-Leader Panel on CRM. Among the panelists was Donal Daly, CEO of The TAS Group. (Click on the link to listen to the archive of this very informative discussion about how CRM supports effective selling. Registration required). Disclosure: The TAS Group is an ESR subscriber. Before the event, [...]
Filed under: CRM, Measurement, Sales 2.0, sales training, Sales Training Companies | No Comments »
Posted on October 27th, 2011 by Dave Stein
In Q3 2011, ES Research Group, Inc. conducted an important survey to explore the impact that technology, evolving media, and new delivery methods are having on the people and organizations that develop, deliver, and purchase sales training. The results show that, over the past two years, rapid advancements in technology, combined with a sluggish economy, [...]
Filed under: Measurement, Methodology, Presentations, Research, Sales 2.0, sales process, sales training, Sales Training Companies, Technology | No Comments »
Posted on October 4th, 2011 by Dave Stein
Tim Riesterer isn’t shy and doesn’t hold back. A lot of people are like that, but when you consider Tim’s intellect and his knowledge of what his clients need, you’d better sit up and take notice. As Chief Strategy and Marketing Officer for Corporate Visions, Inc., he’s been driving an exciting new initiative, and driving [...]
Filed under: Measurement, Sales Training Companies | 1 Comment »
Posted on April 14th, 2011 by Dave Stein
Tougher times call for stronger personal/professional support systems. Over the years, I’ve been fortunate to have had the opportunity to coach and mentor many talented sales professionals, sales leaders, and other executives around the general subject of effective selling within their organizations. I provided them with support, contacts, insights, my experience, expertise, opinions and balanced [...]
Filed under: coaching, Measurement, Professionalism, Relationships | 4 Comments »
Posted on February 16th, 2011 by Dave Stein
Yesterday I had the pleasure of hosting an sales expert round table hosted by Focus.com entitled, What Advanced Selling Capabilities are Required to Win Today? Focus.com came to me asking what topic I’d like to discuss. The list is always long, but it occurred to me that a discussion among five experts in advanced selling [...]
Filed under: Account Management, Big Wins, Channel Management, coaching, Hiring, Interview, Measurement, Methodology, Opportunity Management, Sales Strategy, Sales Training Companies, social media | 2 Comments »
Posted on October 19th, 2010 by Dave Stein
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 »
Posted on October 12th, 2010 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 2.0 | 11 Comments »
