ES Research Group - The trusted authority on sales training companies and sales performance improvement Sales Leadership - Dave Stein's blog
Sales Leadership - Dave Stein's blog
Sales Leadership - Dave Stein's blog

ESR's Previous Report

ESR's Sales Training Vendor Guide is, “An excellent, documented, must-read report… This guide offers the elusive answer to the burning question: What sales training provider is best for my organization?"

Gerhard Gschwandtner,
Founder & Publisher
Selling Power Magazine


 
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“The guide is an excellent resource for anyone that wants to find the right fit in an external training vendor. The comparison section gives you all the info you need to make the right selection. It's a great investment!

Tony Horvath
Nat’l Sales Training Mgr
Hormel Foods Corp.


"ESR's Guide is providing us with exactly what we need to help make our vendor decision. The timing was perfect."

Kevin Madden
VP Global Sales
Honeywell Building Solutions


ESR's subscribers and customers include companies from $20 million to the Fortune 500 including: HP, Honeywell, Computer Associates, Bain, McKinsey, Maritz, NPD Group, Boston Scientific, Acclivus, Richardson, CustomerCentric Systems, Hormel Foods, Medidata, AMICAS, RCM Technologies and many more.

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Guide to Measuring Sales Performance

Over 60% of ESR’s clients and vendor references have indicated that they do not have a sales performance measurement program in place, but intend to implement one within the next six to 12 months. Of the 40% that say they do measure sales performance, many of them have limited measurement capabilities, mostly in the form of trailing indicators, such as performance against quota. This report provides the ability for companies (and vendors) to benchmark and measure sales performance and determine their ROI for sales training.

Description

Overview

With so many sales organizations performing so poorly, more money should be invested in performance improvement consulting, methodology and process work and training programs. But it isn’t. One major reason is the inability of most vendors and customer to construct a credible business case that will result in adequate funding.

While it sounds simple on the surface, a sound sales performance measurement program must not only consider history but provide predictive, actionable metrics to management. The program needs to show trends over time, and enable sales management to determine the effects on various different performance improvement programs (from training to sales support software tools to compensation packages). The measurement program must be comprehensive, accurate, objective and provide useful information to management.

Also, any measurement program needs to be able to determine the effect of internal performance improvement factors from external company, and broader market and environmental factors.

While there are many ways to skin the cat, there are several key components that are crucial to a successful measurement program. ESR has defined these key components.
 

Why Invest in this Report? 

It will:

  • provide you with clear guidance on how to measure the performance of your sales team
  • enable you to create a business case for investments in sales performance improvement
  • provide you with key metrics tracked by best-in-class companies
  • enable you to calculate the total cost of sales training
  • enable you to calculate your ROI on sales training and sales development
  • provide you with guidelines for continuous measurement
  • help you understand the relationship between metrics and behavior
  • provide you with a detailed performance measurement implementation plan
  • give you strategies and tactics for communication to your team
  • assist you with benchmarking your current capabilities
  • educate you on how to leverage certification programs

 

What You Will Receive:

  • A comprehensive report on this mission critical subject for sales leaders
  • A measurement framework
  • An implementation guide
  • Specific examples and worksheets
  • Authoritative, expert recommendations and detailed courses of action for any size company.

For Registered Guests and Visitors:  You will receive full credit for this report if you join as an ESR Silver or Gold Subscriber within two weeks of purchase. (This report is included with Silver and Gold Subscriptions.)

Please call our office at (508) 313-9585 Ext. 1 for questions or assistance with your purchase. Free shipping and handling (within the U.S.) if ordered now.  Available as download only.  For security reasons, the downloaded PDF will contain a watermark on each page with your email address.

  $195.00

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