|
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.
|  |
|
|
ROI on Sales & Marketing Programs
The Challenge and Opportunity
by Jack J. Phillips, ROI Institute
Co-Authored by Chris Stark, Manager, Sales Education & Development and Janet Schulzke, FedEx Corporate Services, Inc.
In recent years there’s been much debate about the use of ROI for learning and development programs. Several forces have driven the use of this tool to show the impact on programs, and much progress made. Because of the direct connection between sales/marketing programs and sales, market share, customer retention measures, even more progress has been made in developing the ROI for these types of programs.
[CLICK FOR FULL STORY]
|
Message from the President
by Renie McClay, SMT President
Isn’t it easier to sell a new training initiative when the last one solved the problem it was intended to solve? There is a lot available on ROI, which is a recurring theme in this issue of Trainer Talk. Every now and then I come across something that goes in the slot – a tip or method that will be effective where I live and work.
[CLICK FOR FULL STORY]
|
Increasing Sales Training ROI Effectiveness
by Jerry Rosen
Today there is increased demand by management for accountability in sales training. But if sales training is to be taken seriously … that is, seen as a significant investment in human capital rather than as a major expense … the evaluation of sales training has become a serious business too.
[CLICK FOR FULL STORY]
|
Training Technology Trends
by Scott Tallman, VP Marketing, SMART Technologies Inc.
According to the Professional Society for Sales and Marketing Training, technological proficiency is one of four areas that distinguish high performance sales trainers. Qualities that distinguish this group include staying up to date on how to use available technology, using the appropriate technology and not using technology just for the sake of using it.
[CLICK FOR FULL STORY]
|
Asking the Tough Questions
by Linda Richardson
The best salespeople know their clients. They know more about clients than their competitors know. They know how to ask questions that go beyond product needs. They know how to listen and drill down. They ask questions that allow them to understand their client’s strategic objectives and personal needs and aspirations.
[CLICK FOR FULL STORY]
|
Profile of SMT Board Member Jim Graham
Jim Graham, SMT Director and Vice President of Corporate Training & Development, RR Donnelley, is profiled in this month's issue of Trainer Talk.
[CLICK FOR FULL STORY]
|
How to Sell the Value of Training to Executives
What do Executives Think About the Value of Training?
by Barbara Geraghty
This is what I’ve learned throughout twenty years of listening to executives. They view training as a necessary expense of doing business, but certainly something that can be cut when conditions are difficult. They are often unaware of any specific or measurable impact from past training investments.
[CLICK FOR FULL STORY]
|
2005 Training for the Sales & Marketing Trainer Workshop
Upcoming Dates of May 3 - 5, 2005
by Renie McClay, SMT President
This is a 2 ½ day, extraordinarily interactive session. Developed for people new in training or those veterans wanting to add some tools to their toolkit.Click here to register.
[CLICK FOR FULL STORY]
|
How to Achieve National Recognition
Submit Your Nomination to Win a Stevie
by Isabel Kersen
The American Business Awards make possible national recognition in a variety of business categories - including Best Sales Trainer. SMT is a sponsor of the ABAs and, as a member you are entitled to submit nominations for these awards without a fee.
[CLICK FOR FULL STORY]
|
From the Vault - A History of the Salesperson
by Don Sterkel
As many of you know, SMT was originally founded as the National Society of Sales Training Executives (NSSTE) in 1940. As a requirement for continuing membership up to the early 90's a written paper was required from all members. These papers were judged and awards given for "best in class" in a number of categories and overall. The papers were archived at Indiana State University for many years. A number of years ago the Society was contacted to do something with the papers or they would be tossed. A group of members led by Carrie Wells took it upon themselves to take a look at the papers and determine if there was value in continuing to archive some of them. The "From The Vault” articles are the result. Hope you enjoy these "blasts from the past".
[CLICK FOR FULL STORY]
|
The Case Study Method: Simple, Strategic and Convincing Evaluation of Training Impact
Presented by Robert Brinkerhoff
by Summarized by Carrie Welles, VP Enterprise Accounts, Think! Inc.
[CLICK FOR FULL STORY]
|
|
| |
|
|
SMT Launches New Web Site at www.smt.org.
Creative Exercise to Reviewing Day One Materials the Morning of Day Two
Pete O'Brien
IMPAX Corporation
Introducing a Speaker
Jill Bremer
Bremer Communications
The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale
Author: Jeff Thull
Book Review by Robert Klein
Best Practices Academy
May 24, 2005
R.R. Donnelley
Chicago, Illinois
Distance Learning Webinar
June 10, 2005 - 12:00noon Central
Tips for Localizing Sales Aides
Best Practices Academy
July 26, 2005
Procter & Gamble
Cincinnati, Ohio
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
Anthem Blue Cross and Blue Shield
Blue Shield of California
Columbus State University/Cunningham Sales Institute
Exel
Gateway
Lysis International, Inc.
Sallie Mae, Inc.
Think Training, 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
|
