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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 Questions to Use in Evaluating Training Decisions

Is the program logical and well designed?
Does the methodology reflect what we do or should be doing every day?
How involving and engaging is the program design to ensure knowledge transfer?
Were the materials adapted to reflect our environment and business challenges?
How clear and organized are the Leader Materials, ensuring consistency in delivery from class to class?
Are the Leader Materials well organized allowing our staff to deliver the training if necessary?
What Train the Trainer process do they have if we want our people certified to teach the program?
What type of research were the skills of the program based on?
To what extent are the employees using the skills and methodology taught?
How well did the program create LIFT for those who participated?
What do other people say about the impact the program has had on their people and their business?
What tools and follow-up materials does the training provide?
Does the program’s professional image match or exceed what our people are used to?
How responsive is the training company to ongoing issues and requirements?
How well does the program’s coaching component communicate clearly how the manager should support the skills and concepts taught?