Strategic Account Management: It’s Not Just A Sales Job.

One of the top firms among the 26 sales performance improvement providers ESR covers is Performance Methods, Inc. (PMI).  Founder and managing partner Steve Andersen is recognized as a thought-leader in the demanding and often misunderstood area of strategic account management. (Listen to Steve in an ESR/Podcast.)
To understanding what a strategic account management methodology is [...]

Sales 101 Doesn’t Get The Job Done

Part of what ESR does is to identify, size, and prioritize the gaps that exist between our clients’ sales teams’ skill sets and what is required for them to win more business, sooner, and at higher contract values.
There are different ways to categorize those gaps.  For the purposes of this post, let’s look at basic versus [...]

Coaching Sales People

Coaching is the component of a sales effectiveness initiative that is most often sacrificed when costs must be contained.  (More accurately, coaching workshops and post-program reinforcement for first-line sales managers are what gets cut.)  Considering that coaching is the most important single mechanism for reinforcing and sustaining the impact of learning, this is a big problem. 
During a podcast interview I recorded Tuesday [...]