What really works — and what doesn’t — in corporate sales training? We sat down with Inc.com’s Geoffrey James, author of How to Say it: Business to Business Selling, for his latest insights on the state of the industry. This is the first of two parts. What do most companies get … Read more
On December 7, 2011 ESR delivered a webinar presentation on the state of sales training (download the MP3 or PDF—free registration required). It was an hour full of valuable intelligence and insight for sales training companies and sales trainers in corporate L&D organizations. Here are some of the points I … Read more
This post comes courtesy of Dave Stein, author of the blog Commentary on Sales Effectiveness. One of the most common issues that needs to be overcome through a sales-performance-improvement initiative is the subjectivity with which many salespeople pursue business. If left to their own, many sales reps see what they … Read more
I have never been a fan of sales coaches. Yes, sales performance is just about the most important function in any business. Yes, top performing people in any field need a coach. And yes, sales people should constantly improve their skills to stay on top of their sales game. However, my … Read more
Sales training isn’t an out-of-the-box commodity. Effective training requires customization and tweaking to fit the values, goals and ideals of a particular organization. Here’s a few ways to cut and fit in the most valuable way for your organization. Republished with permission from Dave Stein. Many sales leaders and learning organizations … Read more
