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2008 Sales Training Vendor Guide


Description: This comprehensive report provides an analytic review and comparison of the leading sales training providers. It serves as a vital instrument to help match any sales organization’s sales training and performance needs with the right sales training provider to meet those needs.

For this 2008 Report we have included two new evaluation criteria:

-Learning Technologies: What technologies are being successfully deployed to improve the quality and learning retention in the sales training arena?

-Sales Performance Improvement Measurement
Programs: What methods, techniques and tools are being deployed to assure that the training and related sales performance interventions are achieving their projected results? Increasingly, selected sales training and methodology companies are taking a leadership position in these two areas.

Our research shows that 90% of all sales training programs result in a 90-120 day increase in sales productivity. This is apparently little more than temporary productivity blip, and fewer than 20% of companies show a sustainable productivity gain that lasts a year or more. Our research further shows that the most important factor in sustainable sales improvement is a sales training program carefully matched to and directly supporting the use of your sales methodology and sales force profile.

Our clients report to us that our report Understanding Defining and Meeting Your Sales Methodology and Training Requirements, used along with this guide, will provide companies seeking to establish long-term relationships with sales training providers with what they need to accomplish that objective

Summary
-19 Leading sales training companies compared and contrasted
-More than 170 pages pages of relevant, authoritative analysis
-More than 60 colour graphs and tables
-Based upon hundreds of training buyer interviews
-Expert advice from analysts, consultants and executives

Description
Top 10 Questions ESR's 2008 Sales Training Vendor Guide Will Answer For You Include:
1.What sales training companies should I consider for my long list?
2.What are the strengths and challenges of the leading firms?
3.Which firms are strongest in the critical area of customization?
4.How does my current training company compare to the best?
5.What capabilities are critical for my success when I engage with a provider?
6.How should I evaluate a sales training provider?
7.What do training buyers like me say about these vendors?
8.Who is the sales training company leader in technology support?
9.Who is the sales training company leader in post-program support?
10.Whose approach most closely matches my requirements?

This one-of-a-kind Report will:

-be the best money you ever invest in sales training
-enable you to more effectively strategize against your competition.
-educate you on the issues companies face when engaging with a sales training company.
-update you on the capabilities, strategies, programs and services of 20 leading sales performance providers.
-prepare you and your team in advance of engaging with a new provider, saving you time and money as well as reducing your risk.
-enable you to see how your current provider ranks against their competitors.
-give you clear, unambiguous advice on the do's and don'ts when selecting a sales training company
If you are not currently looking for a sales training provider, it will:
-provide a benchmark against which you can measure your current vendor
-enable you to begin gathering information about your vendor options and alternatives
-give you insight into what your competitors may be learning and doing

If you are considering a sales training provider and they are not covered in this report:
-you will understand precisely how any sales training provider should be evaluated
-you may realize that the provider you are considering doesn't measure up
-this report can confirm that you are, in fact, considering a capable provider

Comprehensive comparisons of vendors in their:

-Methodology
-Breadth and depth of programs
-Educational design
-Performance measurement
-Customer satisfaction
-Ability to customize
-Learning technology, including a discussion of Sales 2.0
-CRM/SFA technology support
-First-line sales manager programs

Research and analysis based upon hundreds of interviews with vendor executives, VPs of sales, end-user buyers, and managers of sales training. Authoritative, expert recommendations and detailed courses of action for any size company


Contents: 1 Executive Summary
Who Will Benefit from This Report?
The Scope of this Report
Which Sales Training Providers Are Featured in this Report?
What Makes a Company a Leader?
How Did We Evaluate these Companies?
Why Should You Invest in This Report?

2 What are Our Key Findings?
Evolution of Technology
Evolution of the Selling Methodology
Evolution of the Sales Performance Improvement Solution
Results Measurement
Deployment of Technology
Rigorous Sales Methodology
Formalized Customization Programs
Change Management
Basic & Advanced Sales Skill Training Programs
Sales Training & Emerging Technology Strategies
Innovations in Sales Performance Improvement: Yesterday, Today and Tomorrow
Yesterday: CRM/Methodology Integration
Today: Learning Objects & Multiple Delivery Vectors
Tomorrow: WikiSomething or SomethingPedia (Also Known As Sales 20)
The ESR Sales 20 Collaboration Model

3 Sales Performance Improvement Strategies
Classification of Skills Based Programs
Best of Breed vs Sole Source?
Sales Training & Change Management
The Change Process
Who Will Make It Happen?
Internal vs External Sales Training
Five Reasons to Use Outside Sales Training Resources
The Effective Use of Internal Sales Training Resources
COTS (Commercial Off-the-Shelf) vs Custom Training

4 Evaluation Criteria32
Assess Your Sales Training Needs Before You Select a Sales Training Provider
Assessing your Capabilities & Maturity
New Criteria for 2008
The ESR/Metrics™ Certified Measurement Program (CMP)

5 Comparative Analysis the Sales Training Providers

The ESR/Arena: An Overview of Effectiveness vs Breadth of Solution
Current Placement
Solution Analysis
Technology Deployment
Learning Reinforcement

6 Individual Assessments of the Leading Sales Training Providers
Acclivus
AchieveGlobal
The Brooks Group
The Complex Sale
CustomerCentric Selling
FranklinCovey Sales Performance Group
Holden International
Huthwaite
Knowledge Advantage
Miller-Heiman
Performance Methods, Inc
Prime Resource Group
Revenue Storm
Richardson
Sales Performance International
Sandler Institute
The TAS Group
ValueSelling Associates
Wilson Learning

7 Conclusions and Recommendations


Companies Mentioned -Acclivus -Achieve Global -The Brooks Group -CustomerCentric Selling -Franklin Covey -Holden International (Powerbase Selling) -Huthwaite (S.P.I.N. Selling) -Knowledge Advantage -Miller Heiman (Strategic Selling) -Performance Methods, Inc. -Prime Resource Group -Revenue Storm -Richardson -Sales Performance Int'l (Solution Selling) -Sandler Institute -The Complex Sale -The TAS Group -ValueSelling Associates (formerly ValueVision Associates) -Wilson Learning


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(646) 607-1907 or (646) 964-6609 - From USA
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