• This Blog Is Inactive!

    On of May 8, 2009, I moved my blog over to a new domain: DaveSteinsBlog.ESResearch.com

    I will no longer be posting on this URL. Comments will not be moderated. More information.

  • ESR’s STVG

    Here is ESR's highly acclaimed Sales Training Vendor Guide, Third Edition.

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 ask the question “What’s the point?” when you read something, well the answer is right there for you, served up on a webpage.

Here is an example of a “To the Point” from our content library that delivers an unequivocal, highly relevant message to sales leaders from companies in the financial services, high tech, business services and some manufacturing sectors. It deserves to be repeated.

To The Point

The time is now to:

    Adopt a formal sales methodology
    Begin to formally measure your sales performance improvement programs

If you have not begun by now, you’re already late. Fortunately, it’s not too late.

With 70% of organizations focusing on methodology and skills improvement, you have time to begin to make the right moves.

The Consequences of Inaction

There is a high probability that if you’re in financial services, high-tech, business services or manufacturing, 7 out of 10 of your competitors are focused now on formally building a sustainable sales performance improvement program by the definitions ESR has been using. Given the clear evidence that formalism and measurement directly affect sales productivity, this means that these sales initiatives are no longer “nice to have” but are rapidly becoming “must have.”

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