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sales training

Sales Training: 12 Obstacles We Must Overcome

December 16, 2009 by Dave Stein with 503 views

Back 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 ask VP of sales... [read more]

Hiring a Sales Trainer: Excessive Use of Farce

September 22, 2009 by Dave Stein with 131 views

Last year I wrote a blog post entitled, Come on, Dave. Which is the Best Sales Training Company? I really don’t expect everyone to have read that post, or to agree with my position, or to even understand what the problem is with that question, because providing direction to sales leaders in this regard is what I do. But this week, the... [read more]

When Sales Training Isn’t Working

August 7, 2009 by Kendra Lee with 371 views

Nothing is more frustrating than investing the time to identify the need, design, develop, and deliver great sales training and then discover that sellers aren’t implementing what they learned when they get back to the field. Whether you’re delivering product or soft skills training, participant time away from the job is expensive and... [read more]

Enough With The Shortcuts And Quick Solutions, Already.

July 21, 2009 by Dave Stein with 187 views

Fortunately, it’s a busy time for us at ESR. Right now, we’re providing advice and guidance to a number of companies that are actively evaluating strategies and solutions for sales performance improvement, but based on the economy, the state of the sales training industry, and the mistakes they’ve made in the past, have to finally get... [read more]

My 2009 Word of The Year, So Far

March 19, 2009 by Dave Stein with 136 views

One 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 depended... [read more]

Gathering Good Requirements

December 5, 2008 by Kendra Lee with 39 views

Successful training programs come from knowing exactly what the training must accomplish for the business, the department, and the individual. They don't just happen. Whether you are developing or contracting training, use these steps to improve your requirements-gathering process, spend less time doing it, and drive more effective... [read more]

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