Comments for Dave Stein's Blog: An Independent Perspective on Sales Training and Sales Effectiveness http://davesteinsblog.esresearch.com An Independent Expert's Observations on Sales Performance Improvement Fri, 03 Feb 2012 19:07:04 +0000 hourly 1 http://wordpress.org/?v=3.3.1 Comment on Is Inside Sales Training Equal in Importance to Field Sales Training? by Dave Stein http://davesteinsblog.esresearch.com/2012/02/02/is-inside-sales-training-equal-in-importance-to-field-sales-training/comment-page-1/#comment-14048 Dave Stein Fri, 03 Feb 2012 19:07:04 +0000 http://davesteinsblog.esresearch.com/?p=4915#comment-14048 I agree with you on that, Steve. Thanks for commenting. I agree with you on that, Steve. Thanks for commenting.

]]> Comment on Is Inside Sales Training Equal in Importance to Field Sales Training? by Dave Stein http://davesteinsblog.esresearch.com/2012/02/02/is-inside-sales-training-equal-in-importance-to-field-sales-training/comment-page-1/#comment-14047 Dave Stein Fri, 03 Feb 2012 19:06:40 +0000 http://davesteinsblog.esresearch.com/?p=4915#comment-14047 You bet, Trish. You bet, Trish.

]]> Comment on Is Inside Sales Training Equal in Importance to Field Sales Training? by Steve Richard http://davesteinsblog.esresearch.com/2012/02/02/is-inside-sales-training-equal-in-importance-to-field-sales-training/comment-page-1/#comment-14046 Steve Richard Fri, 03 Feb 2012 18:59:44 +0000 http://davesteinsblog.esresearch.com/?p=4915#comment-14046 The majority of sales training providers overlook one key thing that is absolutely essential for inside sales: phone skills training. When you search for sales prospecting training organizations or inside sales training firms, be sure that they have the ability to practice what they preach. Josiane Feigon and only a few others fall into this category. Your reps need to know what good looks like in order to emulate it. Field based reps get this from ride alongs. Sadly (and especially for inside sales prospecting) ride alongs don't exist or sales management/training doesn't have the ability to get on the phones to model behavior. The majority of sales training providers overlook one key thing that is absolutely essential for inside sales: phone skills training. When you search for sales prospecting training organizations or inside sales training firms, be sure that they have the ability to practice what they preach. Josiane Feigon and only a few others fall into this category. Your reps need to know what good looks like in order to emulate it. Field based reps get this from ride alongs. Sadly (and especially for inside sales prospecting) ride alongs don’t exist or sales management/training doesn’t have the ability to get on the phones to model behavior.

]]> Comment on An Inside View of Inside Sales by Is Inside Sales Training Equal in Importance to Field Sales Training? | Il Commerciale - The Salesman © http://davesteinsblog.esresearch.com/2011/01/25/an-inside-view-on-inside-sales/comment-page-1/#comment-14034 Is Inside Sales Training Equal in Importance to Field Sales Training? | Il Commerciale - The Salesman © Fri, 03 Feb 2012 07:31:29 +0000 http://davesteinsblog.esresearch.com/?p=3835#comment-14034 [...] Josiane Feigon. Download Josiane’s Inside Sales Trends for more of her perspective and read my interview with her here. [...] [...] Josiane Feigon. Download Josiane’s Inside Sales Trends for more of her perspective and read my interview with her here. [...]

]]> Comment on Is Inside Sales Training Equal in Importance to Field Sales Training? by trish bertuzzi http://davesteinsblog.esresearch.com/2012/02/02/is-inside-sales-training-equal-in-importance-to-field-sales-training/comment-page-1/#comment-14025 trish bertuzzi Fri, 03 Feb 2012 01:45:54 +0000 http://davesteinsblog.esresearch.com/?p=4915#comment-14025 Dave, thanks so much for the mention! We recently published an Inside Sales Hiring infographic that shows that growth in Inside Sales jobs (and by this we mean quota carrying reps) grew 124% from 2009 to 2011. YIKES! You have certainly identified the trend. Although I completely agree with your thoughts on the importance of training, I also think you did a fabulous job with the warning you call out in your last paragraph. There is a lot more to successful Inside Sales implementation than just hiring "young, hungry reps". You have to understand what implementation is right for your business, build a solid infrastructure and then execute flawlessly. Registered for the webinar and certainly looking forward to it! Dave, thanks so much for the mention!

We recently published an Inside Sales Hiring infographic that shows that growth in Inside Sales jobs (and by this we mean quota carrying reps) grew 124% from 2009 to 2011. YIKES! You have certainly identified the trend.

Although I completely agree with your thoughts on the importance of training, I also think you did a fabulous job with the warning you call out in your last paragraph. There is a lot more to successful Inside Sales implementation than just hiring “young, hungry reps”. You have to understand what implementation is right for your business, build a solid infrastructure and then execute flawlessly.

Registered for the webinar and certainly looking forward to it!

]]> Comment on Selling To and Negotiating With Today’s Tougher, Strategic Procurer/Buyer/Sourcer by Is Your Trade Show Staff Trained to Meet Procurement Buyers? « EXHIBITOReTrak http://davesteinsblog.esresearch.com/2011/11/17/selling-to-and-negotiating-with-todays-tougher-strategic-procurerbuyersourcer/comment-page-1/#comment-13966 Is Your Trade Show Staff Trained to Meet Procurement Buyers? « EXHIBITOReTrak Tue, 31 Jan 2012 23:42:56 +0000 http://davesteinsblog.esresearch.com/?p=4692#comment-13966 [...] Here’s access to the complete podcast  Selling To and Negotiating With Today’s Tougher, Strategic Procurer/Buyer/Sourcer [...] [...] Here’s access to the complete podcast  Selling To and Negotiating With Today’s Tougher, Strategic Procurer/Buyer/Sourcer [...]

]]> Comment on Selling To and Negotiating With Today’s Tougher, Strategic Procurer/Buyer/Sourcer by The State of Sales Training 2012 (Part One) | Il Commerciale - The Salesman http://davesteinsblog.esresearch.com/2011/11/17/selling-to-and-negotiating-with-todays-tougher-strategic-procurerbuyersourcer/comment-page-1/#comment-13813 The State of Sales Training 2012 (Part One) | Il Commerciale - The Salesman Wed, 25 Jan 2012 13:02:29 +0000 http://davesteinsblog.esresearch.com/?p=4692#comment-13813 [...] During 2011, ESR saw increased demand for process and sales training content in coaching (for sales management) and selling to the corporate procurement function. [...] [...] During 2011, ESR saw increased demand for process and sales training content in coaching (for sales management) and selling to the corporate procurement function. [...]

]]> Comment on The State of Sales Training 2012 (Part One) by The State of Sales Training 2012 | Part 2: Some of the Sales Training Leaders | Il Commerciale - The Salesman http://davesteinsblog.esresearch.com/2012/01/16/the-state-of-sales-training-2012-part-one/comment-page-1/#comment-13812 The State of Sales Training 2012 | Part 2: Some of the Sales Training Leaders | Il Commerciale - The Salesman Wed, 25 Jan 2012 13:02:12 +0000 http://davesteinsblog.esresearch.com/?p=4833#comment-13812 [...] In the previous post, I took you through some of the 2011 highlights in the sales training industry. [...] [...] In the previous post, I took you through some of the 2011 highlights in the sales training industry. [...]

]]> Comment on Sixteen (More) of the World’s Top Sales Experts are Meeting. Get a Seat at the Table. by Blood, Sweat, and Tiramisu in the Italian Alps | Il Commerciale - The Salesman http://davesteinsblog.esresearch.com/2011/12/14/sixteen-more-of-the-world%e2%80%99s-top-sales-experts-are-meeting-get-a-seat-at-the-table/comment-page-1/#comment-13811 Blood, Sweat, and Tiramisu in the Italian Alps | Il Commerciale - The Salesman Wed, 25 Jan 2012 13:01:09 +0000 http://davesteinsblog.esresearch.com/?p=4767#comment-13811 [...] complete the 2011 Sales Person Onboarding/New Hire Sales Training Survey, register for our upcoming Sales Expert Thought-Leader Panel Series, [...] [...] complete the 2011 Sales Person Onboarding/New Hire Sales Training Survey, register for our upcoming Sales Expert Thought-Leader Panel Series, [...]

]]> Comment on Come On, Dave. Who’s The Best Sales Trainer? by What Challenges Does Your Sales Training Practice Face? | Il Commerciale - The Salesman http://davesteinsblog.esresearch.com/2010/02/11/come-on-dave-whos-the-best-sales-trainer/comment-page-1/#comment-13810 What Challenges Does Your Sales Training Practice Face? | Il Commerciale - The Salesman Wed, 25 Jan 2012 12:58:28 +0000 http://davesteinsblog.esresearch.com/?p=3084#comment-13810 [...] categories.  You know by now that ESR doesn’t believe there is a single “best” sales training company.  In fact, pursuing that line of thinking has gotten many companies seeking sales performance [...] [...] categories.  You know by now that ESR doesn’t believe there is a single “best” sales training company.  In fact, pursuing that line of thinking has gotten many companies seeking sales performance [...]

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