Selling Power Interview with Dave Stein discussing approaches to sales training. His company, ES Research, helps sales management and corporate training organizations evaluate, select and implement sales training and productivity improvement programs.<\/p>\n
Some interesting notes from the interview:<\/p>\n
Dave suggests the right approach to selecting a sales training company involves:<\/p>\n
I agree with Dave\u2019s advice. Not all sales training programs are equal and not all trainers are the same. The sales training market is highly fragmented. There are a few large recognized names, which are usually tied to a specific methodology which may or may not be suitable for your company\u2019s selling environment and goals. Beyond that there are many local trainers\/consultants who have either developed their own training program based on experience or add their own flavor to the name brand training which make evaluation even more complicated.<\/p>\n