Increase Your Sales Productivity By Reading ESR/Briefs

Trustworthy Selling® is the result of an unusual collaboration between the life insurance and sales training industries. Developed by LIMRA, a professional association of life insurance marketing and sales executives and Hoopis Performance Network, a professional sales training organization,

Strategic account management (SAM) training is fundamentally different from sales training. Sales managers who are interested in training their sales forces for strategic account management should be ready to take a highly consultative approach toward planning, executing, and measuring the SAM

For many companies, strategic account management offers a clear pathway to sustainable growth and competitiveness through enhanced engagement with key customers.

Most companies reach a stage of development when effective sales practices have brought the company to a threshold in revenue, growth

The processes of buying, selling, and negotiating have undergone significant changes over time. As a result, the practice of strategic negotiation has become a primary activity for B2B salespeople and account managers.

Salespeople and their organizations can no longer afford to view negotiation as

Making a change to your sales force business practices through a performance improvement program does not automatically guarantee a successful outcome. Planning any performance improvement intervention, such as a training program, means you must first define your requirements. In defining those

Leadership does not drive change; people do. Your organization’s ability to change and its strategy for moving forward are dictated by operational units and employees, not your leadership. Culture dictates the required speed, focused intensity, and force you will need to succeed. Embedding

Some sales leaders have told us that the Pareto Principle works fine for them: 20% of the sales team brings in 80% of their revenue. ESR believes they are missing out—on maximum margins, competitive advantage and the other benefits derived from having a unified sales team that consistently

Too often sales executives find that newly hired sales professionals do not possess the particular traits needed for the jobs they were hired to do. ES Research Group estimates that this happens 25-33 percent of the time. In all cases, those salespeople endured or even thrived throughout a rigorous

The TAS Group is a different sales performance improvement company. With the solid foundation of a world-class selling methodology, The TAS Group has invested heavily during the past five years on the ongoing development of sales process automation software. That investment has paid off, keeping

Richardson isn’t the only sales training vendor to use the White Springs technology platform to support learning and selling for the sales rep. The difference is, they’ve taken it considerably further than most.  Mentioned in this brief are Miller Heiman and The TAS Group.

The sales effectiveness companies that offer technology-enabled learning and selling tools are moving in the right direction for their clients. Miller Heiman is one of those companies.  Mentioned in this ESR/Brief are Revenue Storm, Richardson, Holden, Huthwaite, SPI, The Complex Sale, and The

Kadient is a technology company focused on sales enablement. Where all but five or six training companies leave off Kadient picks up, with technologies that make adapting to process easier.

Although Kadient can help many companies with the deployment of process, it isn't for everyone.

The PDF of

With assistance from The TAS Group, ESR surveyed nearly 400 users of the following technologies to determine the effects that these new technologies in helping them win B2B sales opportunities:

• Jigsaw
• LinkedIn
• Twitter
• Plaxo
• Facebook
• Hoover's or
  
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We know that sales training will dramatically change during the next four years. By 2013, the typical sales training model used today will not exist. We are quickly moving to an age of customized remote training, live online workshops and only occasional on-site visits.

Mentioned in this document:

The experts agree that we’re in what is likely to be a prolonged recession. The impact is that sales are harder to make, and you will be pressured for budget cuts. It's time to think wisely about how to manage in this economic climate.

In this ESR/Insight we ask questions and provide some