My 2009 Word of The Year, So Far

One of my most-used words these days is “scrutinize.”  Merriam-Webster says it means “to examine closely and minutely.”
At ESR, we find ourselves using the word fairly often:

VPs have been asking us about how to determine which sales reps to keep and which to redeploy.  In this current economic situation some of what salesreps depended on [...]

Making the Number: How to Use Sales Benchmarking to Drive Performance

I’ve been writing about measuring the impact of sales training for a while.  ESR published a report on the subject.  We know from our research that there is little to no measurement taking place—not by most sales trainers and not by their clients and customers.  This is one of the factors that is preventing the degree [...]

How to Measure Anything

I’ve been reading two books on measurement.  It’s a subject every sales leader should be interested in because measurement is a critical requirement for the success of any sales performance improvement program or initiative.  Many companies do nothing in this area other than to monitor unimportant metrics or focus only lagging indicators, such as year-to-date sales.
One of [...]

The Time is Now

At ESR, we’re proud of the fact that we can see our influence take hold within certain companies and industries.
We founded ESR with critical guiding principles. One is to be straight with our customers, clients and subscribers. So we built a “To the Point” into the template for our ESR/Insight Briefs. If you tend to [...]