Posted on October 20th, 2008 by Dave Stein
I’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 August 27th, 2008 by Dave Stein
I’m very pleased that traffic on this blog has grown significantly since I created it last April. With that in mind, I suspect some of you who are new to this blog may have missed some of the earlier posts. Here are the most popular, based upon this blog’s Top Posts stats: Observing a Sales Training Program (Part 1) [...]
Filed under: Buyers, Competition, Dave Stein, Humor, Measurement, Methodology, Opportunity Management, sales process, Sales Strategy, Sales Tactics, sales training, Sales Training Companies | No Comments »
Posted on July 7th, 2008 by Dave Stein
This Wednesday (July 9) I’ll be presenting a webinar about how sales (in general) is not presently getting the job done and what needs to be done about it going into the future. I’ll share relevant research and strong recommendations based upon what we’ve learned through ESR’s research and direct work with our clients. (The webinar is hosted by The [...]
Filed under: Measurement, Methodology, Research, Sales 2.0, Sales Training Companies, Technology | No Comments »
Posted on June 19th, 2008 by Dave Stein
When we ask sales executives how they measure sales performance, 60% of them tell us that they don’t measure it at all. Of the remaining 40%, a majority depend solely on a single trailing indicator-performance against quota. If other metrics are even mentioned, they are typically the size/trending of their pipeline or the number of [...]
Filed under: Measurement, Methodology, Research, Sales Training Companies | 2 Comments »
Posted on June 12th, 2008 by Dave Stein
I delivered a webinar sponsored by ISBM (Institute for the Study of Business and Markets at the Smeal College of Business at Penn State). It was moderated by Mary Donato, who is the Associate Director of ISBM and writes a column for Sales and Marketing Management magazine, as I do. (Mary is by far the best webinar [...]
Filed under: Marketing, Measurement, Presentations, Technology | No Comments »
