Posted on February 2nd, 2012 by Dave Stein
In today’s challenging selling environment, people and resources typically regarded as inside sales are driving a higher proportion of bottom-line sales results. To stay competitive, sales managers must improve training for inside sales representatives. ESR encourages sales managers to approach training for inside sales representatives just as seriously as they would approach training for their [...]
Filed under: Inside Sales, Sales Training Companies | 4 Comments »
Posted on January 23rd, 2012 by Dave Stein
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 research team to produce very accurate profiles and evaluations [...]
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 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 November 17th, 2011 by Dave Stein
When I’m asked about how much selling has changed in the past few years, the first point I always raise is the significant (and troublesome) changes in corporate procurement. Strategic procurement/buying/sourcing isn’t a new trend. It’s been around for years. Although they didn’t invent it, I look at Walmart as the organization that drove execution [...]
Filed under: Buyers, Interview, sales training, Sales Training Companies | 2 Comments »
Posted on November 10th, 2011 by Dave Stein
If you’re in sales management or especially in a higher level sales executive position and you don’t know who the Sales Executive Council (“SEC”) is, you should. They’re part of the larger Corporate Executive Board, a $440 million public corporation that provides insights and tools to executives of large corporations through a participatory membership-based model. [...]
Filed under: Book Recommendation, coaching, Leadership, Methodology, Relationships, Sales Training Companies | 2 Comments »
Posted on November 7th, 2011 by Dave Stein
Lots going on these days. I’ve got an important blog post queued up for Thursday to coincide with the launch of a powerful new book on selling, so I thought I’d give you a few thinks to read and think about: Charlie Green put up a cool info-graphic last week: How Trustworthy Are You? You [...]
Filed under: Book Recommendation, Interview, Presentations, Research, Sales Training Companies | No Comments »
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 »
