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The Professional Society for Sales & Marketing Training is a non-profit organization dedicated to accelerating business results for our members and their companies by improving sales performance. Our longstanding vision is to continue our leadership role as the leading resource and authority for the sales and marketing training industries.
SMT welcomes aticles, idea mints, and book reviews to be submitted for future newsletters.
Please e-mail Becky Stewart-Gross if you are interested in submitting material to be considered for the newsletter.
Click here for article specifications.
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For the Trainers!
Want Better Results ... Adopt Better Behaviors
by Gary Hardy, Global Leader of Sales Education, The Dow Chemical Company
It is a well-known fact. Every organization is doing exactly what they need to do to get exactly the results they are currently getting. That is because results are the outcome of behaviors. So, if an organization desires better business results, then they will have to adopt better behaviors.
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The Difference Between Sales & Marketing: Relating Your Performance to Positive Results
by Roger Kaufman, CPT, Ph.D
Sales and marketing are not the same. Ever notice that most people use sales and marketing interchangeably? They aren't and it is not useful to confuse them. They are different, as noted by management guru Peter Drucker: you sell when nobody can use what you have. You market when there is overlap between what you can deliver and what the client can use.
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Great Coaching Leads to Sales Success
by Paul Schnabel
My first sales position out of college was selling business equipment on straight commission. I distinctly remember my first day on the job, in my first ever sales position. My manager spent the first two hours demonstrating our products, showed me how to complete my weekly call reports and then handed me a map with my sales territory outlined in yellow. "Go get 'em, kid", he barked. So I off I went with my map and samples in tow; hopeful yet clueless, eager yet with the distinct feeling that something was missing.
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Why is Training Easy and Creating Behavioral Change So Hard?
by Renie McClay, SMT President
A meeting of sales training professionals recently discussed the difficulty of getting behavior change after a training has occurred. I have noticed when people leave a training session they are often enthused, "this was the greatest session I have ever attended!" After a month, "it was a good session." After 3 months, "I seem to recall attending that session." When you train sales people on something new, why doesn't it always become part of the culture/processes of the sales force?
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Whose Behavior Is It Anyway?
by Isabel L. Kersen, Ph.D
There can be no doubt that sales training is about changing the behavior of salespeople. Corporations don't support training that won't enable people to apply knowledge and skills on the job.
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The Future of Sales & Marketing Alignment
Volume II from the 2003 SMT Annual Conference
by Don Sterkel, Sr. Dir., Learning & Development, Time Disribution Services
One of the major highlights of last falls' Annual Conference at Pioneer Hi-Bred in Des Moines was the Sales and Marketing Panel. This "coming together" of Sales and Marketing produced some interesting and topical subject matter that this column will detail in each edition of the newsletter during 2004.
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Creating Behavioral Change Through Recruitment and Retention Strategies
by Natalie Caldwell and Patricia Slocum, Centennial Wireless
Creating behavioral change in employees is an issue addressed by most organizations. At Centennial Wireless, we believe that creating and maintaining behavioral change begins in the recruitment process and continues into the retention strategies of the organization.
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A Checklist for Effective Training Programs
by Steve Bistritz, SMT First Vice President
SMT Vice President Steve Bistritz, Ed.D. presents a logical sequence to designing, developing and implementing your next program.
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Getting Started…Getting Published
by Cyndi Maxey, CSP
There’s a great saying that most of you in sales and marketing probably already know and use: “Successful people do what unsuccessful people don’t want to do. “ And that really holds for getting started getting published.
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2005 SMT Sales & Marketing Training Survey to Close Soon. Last Chance to Complete Survey and Receive Complimentary Report Detailing Results. Click here to take survey.
Deadline Extended to Submit Nomination for Best Sales Trainer Award
Questioning That Works
Isabel L. Kersen, Ph.D.
The Power Edge
A Structured Approach to Brainstorming
Steve Bistritz
Learning Solutions International
Metaphorically Selling
Author: Anne Miller
Book Review by Susan Onaitis
2005 Training for the Sales & Marketing Trainer Workshop
May 3 - 5, 2005
DePaul University O'Hare Campus
Rosemont, Illinois
2005 SMT Annual Conference
November 14 - 16, 2005
Amelia Island Plantation
Amelia Island, Florida
Click Here to Join the SMT Family
SMT Welcomes Our New Members
Piece of Pie Strategic Coaching
ProActive Training and Consulting
Softmed Systems, Inc.
"Being a member of SMT provides me with an invaluable network of sales and marketing training professionals that have an incredible amount of experience and knowledge to share... I rely on this prestigious group to support me in dealing with business challenges unique to our profession...
SMT members are my peers, my mentors, my friends... SMT is the only professional organization I belong to..."
Mary Elliott Bassett, Worldwide Director, Sales and Customer Training, Entertainment Imaging, Eastman Kodak Company
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