What Sales Training Companies Need to Know


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This week ESR delivered a webinar for sales trainers and principals of sales training companies.* The title was:

The Sales Training Market is Growing Again.

Are You Positioned to Earn Your Share?

We posed the four questions in the slide to the right, and went about answering those questions with specific examples based on our ongoing research and work with sales training buyers and providers. (For those of you who don’t know, ESR is immersed in the sales training industry with unique and significant knowledge gained from a deep understanding of both the buyers’ and providers’ perspectives.)

We were delighted to have some very well-respected sales training providers attend the event—individual trainers as well as CEOs of larger firms. We were especially pleased to get some very encouraging feedback about the content.

Of course, like smile sheets handed out at the end of a sales training class, praise like this is appreciated, but not a metric for the participants’ success. Some of the participants have already begun to assess their situation, goals for building their practice, and the strategies to achieve those goals. That was the purpose. Hopefully they’ll be able to grow their businesses as the industry leaders have done.

Here is the link to the archived webinar for sales trainers. There is a short registration required, because ESR wants to be certain we have the name and email address of every sales training firm and sales trainer. As an alternative to the archived webinar, you can download an MP3 of the event or the PowerPoint slides.

These companies and other companies were mentioned in the presentation: 3g Selling, Bay Group International, CustomerCentric Selling, Channel Enablers, Mercuri International, SEC Solutions, TeleSmart Communications, The Brooks Group, Miller Heiman, Richardson, Sandler, Corporate Visions, and Teneo Results. We touched on numbers of subjects including hiring and selecting salespeople, virtual training, sales training buyer needs and mistakes sales trainers make when bidding for business.

If you do avail yourself of this content, please let me know your thoughts. Do you agree or disagree with our assertions and recommendations?

* The content of this webinar was extracted from individual presentations as part of our monthly webinar series for the ESR sales training provider subscriber community.

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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