Posted on March 6th, 2009 by Dave Stein
Sales training is more than 100 years old. With few exceptions, it’s not very sexy. Many salespeople believe (PDF) they’ve been through enough of it to last a lifetime. For many reasons, most of their managers don’t see any value, so they take a tactical, event-based approach just to check the “trained my people this [...]
Filed under: Buyers, CRM, Economy, Hiring, Methodology | 15 Comments »
Posted on May 21st, 2008 by Dave Stein
From phone calls we keep receiving it’s apparent that there is a boatload of sales VPs out there who still don’t understand that long-term sales effectiveness improvement doesn’t come from shrink-wrapped speeches or out-of-the-box, stand-alone, sales training programs. I spoke with the distressed training director of a large company who told me that he was given [...]
Filed under: Sales Training Companies | 1 Comment »
Posted on April 1st, 2008 by Dave Stein
At 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 »
