You are here: Home > Resources > Articles and Research

Sales Effectiveness

Skip to content

Articles and Research

Since 1997, SEI has endeavored to understand how companies excel and exceed customer expectations through the eyes of their sales organizations. We've conducted unique research into the issues senior executives face when competing in today's markets, and what is necessary to build a culture of high performance with their sales teams. The articles and research papers below highlight key ideas to help you think on where you need to establish focus.

Top Criteria for Evaluating Decisions on Training

1. EXPERIENCE AND CREDIBILITY

What experience does the firm have
With other organizations similar to ours?
In applying Best Practices from other industries?

2. RESPONSIVENESS

How responsive will they be?
Will they be able to complete the needed work within our time frames?

3. ABILITY TO CUSTOMIZE

How much of their training system are they able to customize?
How do they ensure that our uniqueness and our culture is illustrated in the program?
How do they ensure that desired behaviors are modeled effectively?

4. APPROACH USED

How collaborative are they in arriving at a solution?
How do they get our people involved to ensure that our needs are being met and that there is a good fit for the solution?
How systematic is the process they use to ensure high standards of excellence?

5. QUALITY OF LEARNING CONTENT

To what extent is the content aligned to our business?
Do the skills and learning models fit the competencies we want to promote?
What focus does their content have on skills and skills practice?
How participative and interactive is their methodology to encourage learning transfer?
What tools do they have to promote learning reinforcement?
How well-defined are their leader materials to ensure our trainers are able to deliver flawlessly and consistently?

6. IMPLEMENTATION

To what extent do they provide a well- thought out, logical approach to development and implementation?
How will our trainers be developed?
Do they have the capability and staff to deliver the training?
How will they support us after the sale?

7. TESTIMONIALS

What do other customers say about the company?
How satisfied are other customers with the results and the ongoing relationship?

8. PRICE AND TERMS

How competitive and flexible is their pricing?
How does the investment compare to other investments we make in our people?
Are they able to demonstrate the value?

9. PEOPLE

How comfortable are we with the people we have met and worked with in their organization?
What practical business experience do they bring to us?

10. COMMITMENT TO EXCELLENCE

What are their values and how do they align to ours?
What is their approach to problem solving in the event any arise?
Does the organization have a point of view on performance that drives their training?
What evidence can they provide of how they approach continuous improvement?
Are they capable of helping us measure the impact of the solution?

Visit the PDF Library to download this and other professionally formatted sales training articles and resources.

For more information, contact:

Sales Effectiveness, Inc.
570 W Crossville Rd Suite 103
Roswell, GA 30075
770-552-6612
www.saleseffectiveness.com