ESR Sales Training Vendor Guide: Third Edition

Transcription

1 Brochure More information from ESR Sales Training Vendor Guide: Third Edition Description: Corporations continue to engage with the wrong sales training providers at alarming rates. The cost, especially in a challenging economy, is staggering. Few sales training companies will tell you, the buyer, that they aren't a fit for your requirements. And our research proves that the extensive evaluation required to select the right provider is far past the time and money a company seeking training has to invest. This InDepth Report is designed to help your organization increase the return on your sales training investment. In this report, we examine the leading training and consulting vendors, their strengths and weaknesses, and the specific sales skill problems that they address. While there are many sales training vendors, there are likely only a few that match your sales training needs and criteria. Corporations continue to spend a significant portion of their revenues on sales training. Unchanged from last year, enterprises spend between $4 billion and $7 billion per year training sales professionals. A significant portion of that investment is spent with third-party training firms. The objectives of this report are: -Provide a summary of evaluation guidelines for selecting external sales training, including our new technology and measurement criteria. -Identify leading sales training providers in the market. -Categorize them in a manner that makes it easier to identify those training companies that most closely meet your needs. -Rank these companies by various areas of expertise and specialty. -Determine the relative effectiveness of external sales training providers vs. training provided exclusively by internal trainers/facilitators. Key points: -23 Leading sales training companies compared and contrasted -More than 150 pages pages of relevant, authoritative analysis -More than 40 color graphs and tables -Based on hundreds of training buyer and vendor interviews -Expert advice from our analysts, consultants and executives This Guide clearly and succinctly provides you with: -An understanding of the key criteria for selecting a sales training or sales performance improvement vendor. -The key criteria for measuring the success of a sales productivity improvement intervention. -Alternative providers that should be on your short list based upon your industry, size, geographic reach, and the complexity of your sales cycle. -A tool to save weeks of time researching potential providers. -Significant benefit from the advice and recommendations of our top analysts and network of sales experts. Top 10 Questions this Sales Training Vendor Guide Third Edition Will Answer For You Include:

2 -What sales training companies should I consider for my long list? -What are the strengths and challenges of the leading firms? -Which firms are strongest in the critical area of customization? -How does my current training company compare to the best? -What capabilities are critical for success when I engage with a provider? -How should I evaluate a sales training provider? -What do training buyers like me say about these vendors? -Who is the sales training company leader in technology support? -Who is the sales training company leader in post-program support? -Whose approach most closely matches my requirements? -Why Invest in this Report? 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 23 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 Contents: 1 Executive Summary 1.1 Who Will Benefit from This Report? 1.2 The Scope of this Report 1.3 Which Sales Training Providers Are Featured in this Report? 1.4 What Makes a Company a Leader? 1.5 How Did We Evaluate these Companies? 1.6 Why Should You Invest in This Report? 1.7 Why Do So Many Companies Wind Up with the Wrong Training Vendor? 2 What are Our Key Findings? 2.1 Evolution of Measurement Programs 2.2 Evolution of Technology 2.3 Methodology-Focused Technologies 2.4 Learning Technologies 2.5 Evolution of the Selling Methodology

3 2.6 Evolution of the Sales Performance Improvement Solution 2.7 Results Measurement 2.8 Deployment of Technology 2.9 Rigorous Sales Methodology 2.10 Formalized Customization Programs 2.11 Sales Training & Emerging Technology Strategies 2.12 Train-the-trainer programs 2.13 Emphasis on Coaching 2.14 Innovation 3 Sales Performance Improvement Strategies 3.1 Classification of Skills Based Programs 3.2 Best of Breed vs. Sole Source? 3.3 Sales Training & Change Management 3.4 The Change Process 3.5 Who Will Make It Happen? 3.6 Internal vs. External Sales Training 3.7 Five Reasons to Use Outside Sales Training Resources 3.8 The Effective Use of Internal Sales Training Resources 3.9 COTS (Commercial Off-the-Shelf) vs. Custom Training 4 Evaluation Criteria 4.1 Assess Your Sales Training Needs Before You Select a Sales Training Provider 4.2 Assessing your Capabilities & Maturity 4.3 Measurement Program Criteria 4.4 The ESR/Metrics Certified Measurement Program (CMP) 5 Comparative Analysis of the Sales Training Providers 5.1 The ESR/Arena: An Overview of Effectiveness vs. Breadth of Solution 5.2 Current Placement 5.3 Effectiveness Analysis Comparisons Trainer effectiveness 5.4 Solution Analysis Comparisons 5.5 Learning Reinforcement 6 Individual Assessments of the Leading Sales Training Providers 6.1 Acclivus R3 Solutions 6.2 AchieveGlobal 6.3 The Brooks Group 6.4 The Complex Sale 6.5 Customer Centric Selling 6.6 Forum Corporation 6.7 FranklinCovey Sales Performance Group 6.8 Holden International 6.9 Huthwaite 6.10 IMPAX Corporation 6.11 Imparta 6.12 InfoMentis Corporation 6.13 Knowledge Advantage 6.14 Miller Heiman 6.15 Performance Methods, Inc Prime Resource Group 6.17 Revenue Storm 6.18 Richardson 6.19 Sales Performance International 6.20 Sandler Institute 6.21 The TAS Group 6.22 ValueSelling Associates 6.23 Wilson Learning 7 Index

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