The Recession in the U.S. and Sales Productivity

We are presently in a recession* in the U.S.  Here are some positive actions that our clients are taking:

Reducing their SG&A (Sales, General and Administrative income statement expense item) buy cutting the bottom 10 to 20% of their sales team.  It’s very unlikely that sales people who aren’t productive in a good economy will be productive [...]

Sales Training Company Revenue Models

I was on the phone today with an associate from a private equity firm. 
He found ESR on the web and was interested in our opinion on a number of topics
as a foundation for his firm acquiring one or more sales training companies.  He
asked how sales training companies were generally doing during this
recession.  He pondered how a services-based company could weather these types
of [...]