As part of its products and services, ESR provides custom, on-site or remote services designed to assess the effectiveness of a company’s sales approach as well as to evaluate and select the right professional sales training provider.
We effectively and diligently perform sales effectiveness audits which serve as the basis for a requirements definition, leading to a sales training vendor evaluation RFP. Our impartiality
and deep knowledge of the sales training industry and the vendors that serve it help us deliver what our clients need to make the right decision.
A huge part of our success as sales training advisory firm can be attributed to the trust and support accorded us by a growing number of clients, which include sales performance improvement program providers and companies that buy sales training.
Below is a sampling of our corporate consulting services, which can be customized to fit your specific requirements. Services range from sales effectiveness audit to evaluation and selection of professional sales training vendors:
(If you are a sales performance improvement vendor, kindly scroll down to our "Vendor Services")
| Sales Effectiveness Audit |
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Before your can increase your team's sales effectiveness, its present level of performance against customer buying processes and preferences must be determined. ESR’s Sales Effectiveness Audit is an extremely comprehensive, objective assessment of your current sales approach which results in identification of areas requiring improvement and pointed, expert recommendations on realistic alternative approaches.
This Sales Effectiveness Audit consists of two-phases: (1) buyer patterns, tendencies, preferences and market conditions; and (2) your team's ability to meet the demands of selling into that market.
This process is the foundation of every sales training vendor evaluation that ESR drives.
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| Sales Training Vendor Evaluation and Selection Support |
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In order to properly evaluate sales training companies or other sales performance improvement providers, ESR prepares you by providing a framework, our expertise and the resources to effectively manage the sales training vendor evaluation and selection process. |
| Sales Team Assessment |
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All the training in the world will have little impact if the members of your sales team don't have the traits required for effective selling. ESR interviews each member of the team. We provide insight into discrepancies some may have between their sales skills and personal attributes and what they need to be successful. |
| RFP (Request for Proposal) Assistance |
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ESR believes that constructing the most objective and relevant RFP (Request for Proposal) is absolutely key in building a solid foundation for evaluating and selecting a sales performance improvement provider. Our process for developing RFPs has been so successful that clients and vendors alike appreciate how well it enables the best match between requirements and solutions. |
| Sales Training Vendor Evaluation Support |
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ESR will go as far as you would like in your evaluation process: sitting on your steering committee, participating in internal meetings, reviewing RFP responses, being present at vendor presentations and the evaluation of the appropriateness of proposals. Our impartiality combined with our expertise has brought about the finest results. |
| Negotiation Support |
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ESR will work with you during negotiations with vendors to assure that you are getting all of what you need at an investment level that proves to be fair and appropriate. |
| Ongoing Support |
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ESR expertly guides you in the ongoing management and measurement of the effectiveness of your sales training and other performance improvement programs. |
(References provided to serious prospects upon request.)
Services for Professional Sales Training Companies
ESR has the knowledge, experience and strategic insight to provide sales training companies of any size with what
they need to consider in order to achieve their short- and long-term goals and objectives. Below is a sampling of our
sales training consulting services, which can be customized to fit the specific requirements of sales performance
improvement program providers:
| Buyer Requirements |
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Due to our unique experience, ESR helps vendors gain a better understanding of the needs of sales organizations and how they can better meet those requirements. |
| Product and Service Assessment |
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As an objective expert, ESR will help you attain a greater degree of insight on the strengths and weaknesses of your sales training and other offerings and help you identify areas needing improvement. |
| Competitive Positioning |
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ESR provides you with guidance in positioning yourself against their competition by improving their content, packaging or messaging. Our CEO’s expertise is not only in the sales training industry, but also in competitive strategies. |
| Value Delivery and Measurement |
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We provide you with a framework that enables you to measure the value delivered to your client organizations through the use of your programs, products and services. This is your best marketing tool. |
| Market Intelligence |
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ESR works with Venture Capital companies looking at vendors as well as the vendors themselves to provide market intelligence and thoughtful, experienced analysis for potential mergers, acquisitions or capital infusions. |
| Technology Strategy |
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ESR’s team understands how the support of technology-enabled learning and selling can make the difference between success and failure for a sales training provider. We provide relevant intelligence, guidance and clear recommendations that will enable training companies of any size to gain and maintain competitive advantage through technology. |
