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Executive Sales Training in Top 10 Companies

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Executive sales training is a booming business which helps other businesses develop training programs for their sales staff to become more effective. While most industries in America seem worried about their future, executives in the sales training industry project an estimated growth of 40 percent this year. Research shows US companies spent over $6 billion in training sales staff last year alone. Almost three quarters of that was from resources within their company. This means their in–house executive sales training team must be prepared to teach and motivate the other staff. They are usually trained through specialized executive sales training companies and then they take their knowledge and impart that to the rest of the team.

Executive sales training is different from training for generalized sales training because one must use a completely different approach when attempting to sell to an executive compared to selling to individuals. When selling to executives, one is often talking about thousands of dollars in contracts.

Most executive sales training programs focus their attention on three areas:


  • 65 to 70 percent of their time is spent on sales methodology.
  • 20 to 25 percent of their time focuses on product training.
  • 10 to 15 percent is used to discuss tools and sales-force automation.
It is difficult, if not impossible, to pick one company that is better for everyone in every area, because executive sales training entails so many things. Every customer is completely different in what they are selling and what their executive sales staff needs. There are over 136,000 companies listed on the Web that focus on executive sales training in the global market and each one has its strengths, focuses, and benefits. Ten of the top executive sales training companies renowned internationally are:

  1. General Physics (GP) is based out of Elkridge, MD. GP made it onto all three lists of top executive sales training companies put out by TrainingIndustry.com. They have offices all over the world and offer staff training in several specialized fields. They have forty years’ experience and offer integrated training which combines all three areas of focus for the sales profession (product knowledge, sales skills and competitive advantages). They also offer many forums to receive your training, from Web-based classes, in-person training, mobile messages, print, and more. GP is a well-rounded company that seems to have a curriculum suitable for every industry.

  2. Richardson is a company with their home office in Philadelphia, PA. They also made it onto all three top training company lists put out by TrainingIndustry.com. They also were mentioned on the Inc. 5000 list of fastest-growing companies in America and the Stevie Awards and Training Magazines Top Young Trainers list this year. They have won several acknowledgements since 2001 when they were mentioned by Fortune Small Business.They have twelve regional offices throughout the US and headquarters in London, England; Singapore; and Brazil. Linda Richardson, the founder of the company, was recognized by Selling Power magazine with a lifetime achievement award for training excellence. They are able to provide their training programs in twenty-one different languages and are able to address cultural sales issues that arise in various areas of the world.

  3. VASS Executive Sales Training has been in business for thirty-two years and is located in St. Augustine Beach, FL. Their executive sales training course is presented in a three-day workshop. VASS does not advertise and therefore may not be as well recognized as some others on the list, but they have trained over 12,000 individuals and have provided training in forty different industries.

  4. Miller Heiman, Inc. is a company from the United Kingdom which has been in business for over thirty years. It may be one of the most-recognized names in executive sales training. It is listed in the Top Sales Methodology Training Companies and Top Tools Training Companies by TrainingIndustry.com. They have two core training programs: Strategic Selling and Conceptual Selling. Miller Heiman, Inc. is responsible for the largest study of sales performance best-practices, has had more than 17,000 sales professionals involved, and publishes the award-winning Sales Performance Journal every quarter.

  5. Porter Henry & Co. is based out of New York, NY. This company has well over one hundred large-company clients. They have trained companies from AT&T to Weight Watchers International. They made all three top ten executive sales training lists by TrainingIndustry.com and also received a ''Telly'' for their work on the Pepsi training video ''the RIGHT Way to Sell.''

    They have been in business since 1945 and have thirty-three specialized workshops for you to choose from so your executive sales training program will meet your company’s needs.

  6. Global Knowledge is based out of Cary, NC. They have ten offices in the US and provide services in twenty-three other countries worldwide. They are the largest IT training provider in Europe. They have been recognized as the most outstanding training center in North America by the International Council of Electronic Commerce Consultants. They have also been acknowledged for excellence by IBM, received the award for Red Hat Premier Training Partner of the Year 2008, and have received twelve other awards for being a leader in executive training.

  7. Sales Effectiveness, Inc. is a company with their home base in Roswell, GA. They are on two out of three lists for excellence in top sales training tools and in top product training by TrainingIndustry.com. Fidelity Investments and Sherwin Williams are among their clients.

  8. Acclivus R3 Solutions is an executive sales training company from Dallas, TX. They have been in business since 1976 and have twenty-one offices nationwide and thirteen more globally. ''R3'' actually stands for their main training concept: Relationships, Results, Revenue. Acclivus R3 Solutions has helped companies in more than eighty countries and from over ten different industries. They were honored with the Supplier Excellence Award by Clarke American and were mentioned on two out of the three top ten lists by TrainingIndustry.com.

  9. Intrepid Learning Solutions has their head office in Seattle, WA. They were ranked 29th among Inc. Magazines top 500 fastest-growing private companies. Though they have only been in business since 1999, they have quickly proven themselves as a leader in solutions training. The cofounder of Intrepid Learning Solutions is on the board of directors for the American Society for Training and Development which sets the standard for the industry. United Airlines, Honeywell, and Macy’s are among some of their top clients. They have made a great name for themselves in the nine years they have been in the industry.

  10. Element K received the Best IT Content Award presented by Elearning! Magazine and is on the list for Top Sales Tools Training and Top Product Training by TrainingIndustry.com. They were also on TrainingOutsourcing.com’s list of top 20 training companies. HRO Today has placed Element K on their Baker’s Dozen list three years in a row. They are based out of Rochester, NY. They have been in business for twenty-five years and offer both executive sales training project management and online course development.
There are many great companies out there that offer executive sales training, but not each company is right for everyone. It is wise to research each company that has executive sales training best suited for the client’s needs.
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