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Message from the President
by Renie McClay, SMT President
 | Have you seen the Sales Trainer Competencies identified by SMT? They are listed on the SMT web site, www.smt.org. What a good place to give yourself a “check up” on developmental opportunities! SMT is committed to providing opportunities for trainers to grow – through our annual conference or webinars, or reading great articles from industry professionals, or learning Best Practices from your peers.
Welcome to our new members. I hope you find this organization to be as helpful as I have found it to be. I have made many professional friends here and found lots of people willing to share their knowledge and programs. As I think about starting in training, I found a lot of professional help here. Early in my career, I was creating a new hire orientation and training for sales people. A peer from the same industry shared his program with me. We met and talked about pitfalls, learnings, and successes of the program. It took months off my design time and definitely improved the quality of the outcome. I had a number of these experiences as I began different initiatives for the first time. Connecting with people who have done it before is amazingly beneficial. I have also been blessed with some great references and consultant resources.
What an array of topics we have in this issue! Some of these articles are previews of upcoming presentations at our annual conference. You can learn about the corporate university concept, be reminded of how sales and marketing can better work together, or how the use of profiles can let you learn about your learner before they show up in training. And the all important, always hot topic – sales people managing price! Gain insights into how sales training can support and drive organizational change. And what about tips on how we can create behavior change when we have no authority over the audience? Dr. Brinkerhoff shares more about the DM role in effective training. And we take a look at the difference between satisfying the customer and delighting them.
Our editors will continue to include book reviews and idea mints. If you have quick reviews or training ideas to share, we welcome them!
I have been conducting a job search this summer. I was amazed at the number of jobs in sales training – trainer and management and director level – that opened up toward the end of the summer. What a good barometer for the business community. When companies start investing in sales… It must be good!
I hope your company and customers are investing in sales and sales training!
Yours in training,
Renie McClay
President, SMT
[PRINTER FRIENDLY VERSION]
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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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