Five Minutes With Gerhard

Here is today’s featured video on SellingPower.com.
Gerhard Gschwandtner interviewed me before one of his sales leadership conferences.  If you click on the link (or the photo) you’ll have access to other videos as well, featuring Howard Stevens, Jim Dickie, and a other thought leaders in the area of sales performance.
Note:  I understand the upcoming Sales [...]

Hiring The Right Salespeople: Try This

I’ve written a lot about hiring sales people and sales managers on this blog.   ESR knows that the epidemic of ineffective hiring is one of the reasons that sales performance has been so dismal over the years, even before the current economic situation.
The best sales methodology, training, tools, technology, coaching, and reinforcement doesn’t have much [...]

Groundhog Day

I’m in Ireland this week and next working with Sales Executives and CEOs in a series of one- and two-day workshops as part of the International Selling Program offered by Enterprise Ireland (Ireland’s commerce department) and DIT (The Dublin Institute of Technology, where I am an adjunct professor of sales and sales management).   My [...]

Powering Through The Economic Crisis

You may have noticed that I’ve been posting less frequently during the past two weeks.  ESR is in the midst of a number of projects and new initiatives.  In addition, I’ve been on an increasing number of phone calls with clients, prospects, vendors, sales training associations’ leadership, and business associates.
I wrote Here’s What’s Going On [...]

Should You Spend Your Money On Sales 2.0 Or Sales Training?

Sales training is more than 100 years old.  With few exceptions, it’s not very sexy.  Many salespeople believe (PDF) they’ve been through enough of it to last a lifetime.  For many reasons, most of their managers don’t see any value, so they take a tactical, event-based approach just to check the “trained my people this [...]

Sales Hiring From a Recruiter’s Perspective

As ESR continues to assess our clients’ sales challenges, we maintain that having the wrong people in the sales jobs is, in many cases, the biggest inhibitor to the success of a training intervention.  My interview with Todd Harris of PI Worldwide highlighted one of the tools available for sales leaders to get an objective [...]

Here’s What’s Going On

ESR has a unique perspective on sales performance improvement. We don’t deliver sales training or sales consulting. We’re sales training industry observers, analysts, researchers and advisors to our clients on what works in sales effectiveness and training.
Here’s what’s been going on at ESR:

A large client in the financial services sector is working very hard [...]

Predictive Testing For Salespeople. No Reason Not To Do It.

I’ve been a proponent of psychometric/predictive testing for salespeople for many years.  I was a non-believer until Nancy Martini, now CEO at PI Worldwide, put me through their Predictive Index and SSAT (see below) in 2001.  After I took the two tests online, Nancy emailed me the manager’s version of my results and I nearly [...]

Trust

I’ve been very critical of sales tips during the past six months.  My column in Sales and Marketing Management Magazine about it as well.
The simple reason is that sales tips keep salespeople and their managers focused on tactics and shortcuts rather than investing the time and effort required for planning and executing a strategic approach [...]

New Year Resolutions For Sales Leaders

Pick one or more of the resolutions below.  Commit, execute, enjoy the results.

I’ll never hire another sales rep who can’t get the sales job done. First, completely understand the position and the skills and traits required to be successful.  Evaluating whether a candidate meets those requirements requires [...]