Accelerating Revenue Through Learning – Here Are The Slides


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Last week I delivered a webinar for ASTD’s Sales Training Drivers. The subject was the 2011 ASTD Report: Accelerating Revenue Through Learning: Developing Sales Teams That Win, which ESR co-authored with ASTD. ESR sponsored the Report as well. That webinar presentation is archived here. Although you can download the slides below, I strongly suggest you listen to the archive of the event. There are a lot of details I cover verbally, and some of the questions were terrific.

John Pierce from ASTD interviewed me in advance of the event. Here is the interview: Why 50% of Sales Organizations Underperform.

For those of you who are interested in statistics, there are more than enough to ponder in the Report. Here’s a little taste:

One question posed in the survey: “For me to become a trusted business advisor with my clients and prospects, the sales training I receive should be focused on:”

  • 77.9% indicated, “How to manage the customer’s perception of value.”
  • 71.2% indicated, “Thinking more strategically.”
  • 70.5% indicated, “Being a better consultant.”
  • 67% indicated, “Defining and positioning solutions.”

(Percent of respondents answering “high extent” or “very high extent”)

Another sobering statistic: 56 percent of salespeople in the survey said they receive no formal sales training.

Here are the slides: Webinar: 2011 ASTD Report on Sales Training

Republished with author's permission from original post.

Dave Stein
Dave specializes in helping his clients win critical B2B sales opportunities as well as helping them hire the best sales talent.Dave is co-author of Beyond the Sales Process. He wrote the best-selling How Winners Sell in 2004.


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