• 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.

Articles

Here are some articles and other experts’ blog postings.

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2 Responses

  1. 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.

  2. 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

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