Episode 26 – On Training and Development with Dave Stein

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Dave Stein is the founder and CEO of ES Research. Dave is the world’s foremost authority on sales training, and his firm helps sales organizations choose the best sales training for their salespeople. Dave is well known and extremely well respected in the industry. I ask Dave to speak to why sales training fails, what skills salespeople need and, somehow, we steer into a conversation about Mack Hanan and his book Consultative Selling.

Dave Stein

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Comments

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  • http://smallbusinesstalent.com/ Stephen Lahey

    The mind set and level of business acumen that you’re talking about is found at the top of many sales organizations. But, at least in my experience, it’s pretty rare to find it at the sales mgr. level or below. I think that what it really comes down to is hiring the right people (extremely difficult to do with any consistency) at all levels, and providing them ongoing training and follow-up (requires a big investment of time / money). The days are numbered for those companies that take a careless approach to sales recruitment, and/or a sink-or-swim approach to supporting their sales managers / sales force.

  • http://www.mikekunkle.com/connect Mike Kunkle

    Dave is one of the sharpest minds in the sales training / sales effectiveness space. I’m grateful to consider both of you friends. Excellent to see you in the same place at the same time.



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