Dave Stein's Blog for Sales Leaders

I’ve been at the ASTD International Conference and Exposition since Sunday.  This is my first one.  A few observations:

In many companies, corporate training has a long way to go to be seen as valuable by their sales organizations.  On the other hand, when left to their own devices, many sales organizations continue to get very [...]

Filed under: Professionalism | 2 Comments »

You may have noticed that I’ve been posting less frequently during the past two weeks.  ESR is in the midst of a number of projects and new initiatives.  In addition, I’ve been on an increasing number of phone calls with clients, prospects, vendors, sales training associations’ leadership, and business associates.
I wrote Here’s What’s Going On [...]

Filed under: Economy, Hiring, Measurement, Methodology, Research, Sales Training Companies | 5 Comments »

ESR has a unique perspective on sales performance improvement. We don’t deliver sales training or sales consulting. We’re sales training industry observers, analysts, researchers and advisors to our clients on what works in sales effectiveness and training.
Here’s what’s been going on at ESR:

A large client in the financial services sector is working very hard [...]

Filed under: Buyers, Competition, Economy, Hiring, Measurement, Methodology, On the Road, Opportunity Management, Presentations, Research, Sales 2.0, Sales Strategy, Sales Training Companies, sales process | 4 Comments »

Brian Lambert of ASTD hosted a webinar this week where I presented The Care, Feeding (and Training) of Salespeople.  It’s targeted at learning and training organizations leaders and managers.
Registration will get you access to an archive of the event.

Filed under: Dave Stein, Leadership, Measurement, Presentations, Research, Sales Training Companies, Technology | 2 Comments »

White papers serve a function: to position a vendor’s assessment of opportunities or challenges faced by their target market and serve up that vendor’s products or services as solutions.  In most cases, white papers are marketing documents rather than the unbiased analyses they appear to be.  (There are exceptions, including the white paper recently published [...]

Filed under: Sales Training Companies | No Comments »

I’ve written and spoken alot about the subject of the fitness of salespeople with respect to their jobs.
Brian Lambert, who is both the Chairman of the United Professional Sales Association, and Director, Sales Development & Performance for ASTD, invited me to contribute to a whitepaper on the subject of salesperson competency.  (In fact I’m a [...]

Filed under: Hiring | No Comments »