Here are some articles and other experts’ blog postings.
- Pit Your Wits (Business and Leadership — Ireland)
- Why Sales Process Gets The Shaft (Sales and Marketing Management magazine)
- Are Sales Tips Hazardous to Your Wealth? (Sales and Marketing Management magazine)
- Selling Innovation (Training Magazine)
- Secrets to a Successful Comp Plan (Sales and Marketing Management magazine)
- CRM and Other Sales Prevention Devices (Cincom’s ExpertAccess)
- Competitive Intelligence + Sales Team = Big Success (Primary Intelligence’s blog)
- How to Pick a Sales Trainer (Geoffrey James’s blog)
- ESR on Sales 2.0
- The Fear and Loathing of Sales Training
- The Sales Enablement Technology Dark Ages: Sales 0.2
- Finding the Right Match for Sales Effectiveness (ManagingSmarter)
- Yes, You Can Measure the Results of Your Sales Training (SellingPower)
- Outsourced Sales Training Is More Effective (DestinationCRM)
- ESR on The TAS Group (DestinationCRM)
- ESR on OutStart’s SellingEdge.com (DestinationCRM)
- Strategic Way to Purchase Sales Training (Sales and Marketing Magazine)
- The Evolution of Sales Training (Chief Learning Officer Magazine)
- ESR and Honeywell (Sales and Marketing Management Magazine)
Here’s one interesting idea on why sales training doesn’t work.
Take any sales course you’ve been through. If you’re lucky, you might have had a chance to practice the key items once or twice.
No ask yourself. How may sales calls does it take before you really integrate and master something new? 50, 100, 200…
Most people won’t invest that practice time on their own. So what they learned in the classroom quickly disappears.
It’s partly the phenomina described by that great philosopher Mike Tyson…”Everyone has a plan until they get hit.”
All sales training tends to go out the window the first time it hits a tough customer.
Steve,
You are absolutely correct in what you say. As David Sandler said “You can’t teach a kid to ride a bike at a seminar”
Have you ever come across Sandler’s President’s Club. Short, frequent sessions designed specifically to achieve mastery.
Paul