Forty-one percent of respondents to a survey conducted by ESR said that their companies did not use any sales methodology at all or, alternatively, employed a “style” of selling rather than an institutionalized set of processes (generic consultative selling or solution selling are examples). Fourteen percent of the respondents provided unique names of methodologies their companies used that no other responded listed.
Sales training unto itself has little impact on a company’s sales performance unless is directly supports a sound methodology. That methodology must be carefully structured to meet the requirements of the company’s selling environment including their customers, competitors, economic conditions, the market into which they are selling, and the capabilities, traits, and behaviors of their sales people.
Many companies try to build or adapt a sales methodology and succeed. Many more fail. Some don’t try at all. The same situation exists for training their people.
ESR believes strongly that every company with at least one person that sells needs a methodology and training that supports it. This ESR/In-Depth report will provide you with what you need to know to build a methodology and sales training foundation for your company.
Who should purchase this report?
Any company who currently does not have a relevant, documented, and proven sales methodology the entirety of which is being used by every sales person. In addition any company that has identified a need for sales training and does not have an established process for defining requirements and choosing a provider.
Why should you purchase it?
Sales VPs are not often the best resources to formally and accurately define methodology and training requirements for their own teams and to manage the process of selecting a provider. Training and H.R. personnel do not always understand the intricacies faced by sales people within their own organizations. ESR provides you with the plan in this ESR/In-Depth.
Download a PDF containing the table of contents and excerpts from the report.
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