Aug 162011

Sales Training: Come On, Dave. Who’s The Best Sales Trainer?

Sales Training: Posted on February 11th, 2010 by Dave Stein

When I tell them that’s not a question I can easily answer, many offer to pay me just for providing them with “just one name.”

If they press me for an answer I take a deep breath and say…

I first need you to tell me just a bit about the company seeking the best sales training firm:”

  • What do they sell?
  • How do they sell it?
  • How well do they sell it?
  • Why do they win?
  • Why do they lose?
  • How long is their sales cycle?
  • Is it a complex or transactional sale?
  • Do they sell to committees or individual buyers?
  • What resources are required to support a rep?
  • How do their buyers buy?
  • Who are their competitors?
  • What’s their go-to-market strategy?
  • How are leads generated?
  • What percent of market share do they own?
  • What are their business goals and objectives for the coming quarter, year and three years out?
  • How well is the sales team performing? What percentage of sales reps are at or above quota?
  • What processes and tools do they currently have in place?
  • What geographic territories do they cover? In what languages? With what local cultural requirements?
  • How is the company structured?
  • What about their sales channels?
  • What compensation and incentive approach do they employ?
  • How well do the first line managers manage?
  • What gaps exist in management skills and capabilities?
  • Do they coach effectively to a process?
  • What analytic and measurement systems are in place?

sales training


To Discuss how these Solutions will add value for you, your organization and/or your clients, Affinity/Resale Opportunities, and/or Collaborative Efforts, Please Contact:

Tom McDonald,; 608-788-5144; Skype: tsmw5752

sales training, McDonald Sales and Marketing, LLC

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