Posted on December 16th, 2009 by Dave Stein
TweetBack in October I delivered the keynote at SMT‘s conference. I shared with the audience ESR’s list of 12 obstacles that must be overcome for sales training to begin to have the degree of impact that a few the leading sales training companies are having with every client. Sales training is most often reactive. We [...]
Filed under: Hiring, Measurement, Methodology, Opportunity Management, Sales 2.0, Sales 2.0, Sales Training Companies, sales process | 5 Comments »
Posted on March 19th, 2009 by Dave Stein
TweetOne of my most-used words these days is “scrutinize.” Merriam-Webster says it means “to examine closely and minutely.” At ESR, we find ourselves using the word fairly often: VPs have been asking us about how to determine which sales reps to keep and which to redeploy. In this current economic situation some of what salesreps [...]
Filed under: Buyers, Leadership, Marketing, Measurement, Sales 2.0, sales training | 1 Comment »
Posted on October 20th, 2008 by Dave Stein
TweetI’ve been writing about measuring the impact of sales training for a while. ESR published a report on the subject. We know from our research that there is little to no measurement taking place—not by most sales trainers and not by their clients and customers. This is one of the factors that is preventing the degree [...]
Filed under: Book Recommendation, Leadership, Measurement, Methodology, Research | 1 Comment »
Posted on October 17th, 2008 by Dave Stein
TweetI’ve been reading two books on measurement. It’s a subject every sales leader should be interested in because measurement is a critical requirement for the success of any sales performance improvement program or initiative. Many companies do nothing in this area other than to monitor unimportant metrics or focus only lagging indicators, such as year-to-date sales. One [...]
Filed under: Book Recommendation, Measurement | 2 Comments »
Posted on April 1st, 2008 by Dave Stein
TweetAt ESR, we’re proud of the fact that we can see our influence take hold within certain companies and industries. We founded ESR with critical guiding principles. One is to be straight with our customers, clients and subscribers. So we built a “To the Point” into the template for our ESR/Insight Briefs. If you tend [...]
Filed under: Measurement, Methodology | No Comments »
