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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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How to Get – and Prove You Got – Results from Training
by Robert Brinkerhoff, Ed.D.
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Sometimes training works very well to help achieve business results, and sometimes it doesn’t. The biggest difference in whether business value is achieved is not in the training programs themselves; it’s in how the company manages its training programs. | SMT 2003 Conference Keynoter, Robert Brinkerhoff, Ed.D., explains that effective training is not an event, it is a process.
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The Alignment of Sales & Marketing
A 2003 SMT Conference Panel Session
An historical perspective of sales and marketing alignment from “oil and water” to “pasta and sauce”.
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Sales Trainer Competencies
High Performance Versus Average
32 competencies that distinguish “high performance trainers” from “average” trainers.
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Message from the President
Renie McClay, National Training & Development Manager, Pactiv
Learn more about the SMT Board of Directors and the results of the recent survey of SMT members.
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SMT to Sponsor Best Sales Trainer Award
Trainers to be Recognized for Outstanding Achievement
SMT signs three year deal with the American Business Awards, hailed as “the business world’s own Oscars” by the New York Post. Typically a $200 fee for nominations, SMT members can be nominated for this well-recognized award for no charge. Additionally, an SMT member will sit on the distinguished panel of judges.
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Revised Criteria for the SMT’s Sales Certification
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More universities and corporations expected to apply for SMT Certification in 2004. Five universities and two corporations certified in 2003. |
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Meet Dr. Dan Weilbaker
SMT Board of Director Profile
| A Short Visit with SMT Board Member Dr. Dan Weilbaker, Phillip Morris USA Professor of Sales and Northern Illinois University. Dr. Dan currently serves on the SMT Board of Directors and is responsible for Chairing SMT's Collegiate Sales Certification process. |
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Training for the Sales & Marketing Trainer Workshops
Two Sets of Dates Scheduled for 2004
Have you recently asked yourself any of the following questions:
- Have I ever trained on a topic and it didn't solve the problem?
- Do I need to design web-based training program and don't know where to begin?
- If my sales people are stalled, do I have programs to help give them the boost they need?
- With so many ways to conduct a sales force needs assessment, do I know how to choose which will work best for my organization?
If the answer is yes to any of these, then the SMT Training for the Sales & Marketing Trainer Workshop is a can't miss opportunity for you and your fellow company trainer.
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2004 SMT Annual Conference Quickly Approaching
2004 SMT Annual Conference is scheduled for November 8-10, 2004 at Renaissance Boca Raton Hotel in Boca Raton, Florida.The Conference Member Host for the 2004 Annual Conference will be Office Depot.
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Meet Tom Burgum
An SMT Member Profile
| Tom Burgum is a Sales Manager, Training & Installation Services for Armstrong Building Products. He has 10+ years in sales and states that his primary reason for being a member of SMT is to gain knowledge and experience that he can leverage back on the job. |
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The Simple Assessment
An SMT Idea Mint
Ever wanted to assess a group but didn’t have much time? Here is a great idea from the Training for the Sales & Marketing Trainer Workshop. Assessing can be as simple as 1,2,3.
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Teachbacks
An SMT Idea Mint
by Paul Schnabel
We’ve all been there, the training went great but fizzled out at the end. Learn how to “Punch up” your workshops with “Teachbacks”.
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Let’s Play Poker
An SMT Idea Mint
by Susan Onaitis
It’s break time, you’ve had a great session so far but getting the participants back on time is always a challenge. Here is a idea for getting them back willingly – just remember “It’s in the cards”.
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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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