research

Research

Research Brief: Sales Onboarding Practices

February 12, 2015

 

When they work, onboarding programs improve salesperson productivity and new hire success rates, which can profoundly impact overall sales organization performance. Yet onboarding approaches vary in scope, intensity, and outcomes across firms. This study offers a survey of onboarding practice in business-to-business sales organizations, identifies onboarding program elements that contribute to success, and quantifies onboarding’s business impact.

 

Based on data from more than 100 firms, our study shows wide variation in onboarding program effectiveness. For more than 60% of firms, sales onboarding success lags management expectations. This results, in part, from onboarding programs’ insufficient structure, and inconsistent application.

 

Members may download the research report here. An initial review of findings was alsofeatured in a webcast, which may be viewed here.

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management tool

Management Tool

Annual Sales Meeting Toolkit

November 17, 2014

 

The annual sales meeting is an important event to set the tone for the year with your sales teams. It is the perfect time to communicate strategy, set priorities, and generate excitement for the year. We have organized a toolkit to help you get started.

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Webcast

Webcast

Social Strategies for Sales Leaders

February 01, 2014

Sales organizations are embracing social selling, taking advantage of social media’s new approaches for reaching buyers. Along the way, sales leadership faces a new set of management challenges. This session – our first hosted on the Google Hangouts platform – explores emerging issues impacting the social sales manager.

Panelists:

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Webcast

Webcast

How Excellent Sales Competency Models Make Excellent Sales Forces

July 18, 2013

Sales teams today contend with increasingly sophisticated buyers and intense competition. They must engage with their customers in more sophisticated ways to create and prove their value. Salespeople need more than the traditional relationship-building and closing skills - business acumen, sharp analytics, effective cross-functional collaboration, and creativity are essential in today's complex selling environments.

 

A competency model targeted to specific sales capabilities, and tightly integrated into the overall talent management program, can help ensure that the sales team has the right capabilities to succeed.

 

Join ZS Associates Sales Force Effectiveness leaders Kelly Tousi and Josh Rosen to learn how to get your competency elements right -- and reap rewards in higher sales and customer satisfaction.

 

Topics include:

  • Leading practices for designing sales force competency models.
  • How to achieve tight integration across your talent management program.
  • How sales force assessment and coaching tools can enable higher quality, objectivity and consistency.

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Webcast

Webcast

Research Update: Developing Sales Managers

May 10, 2013

Sales manager effectiveness contributes mightily to overall sales force productivity, yet many firms are unsure how to develop sales manager talent. This Sales Management Association webcast summarizes results from a recently concluded Research Initiative examining how firms make sales manager training and development investments. Presented by Sales Management Association Chairman Bob Kelly and Kurt Theriault from research underwriter Business Efficacy.

Topics include:

  • Return on sales manager training investments
  • New hire vs. tenured manager training differences
  • Key training and development priorities
  • Sales manager bench strength practices
  • Trends in outside hiring vs. internal candidate development for sales manager positions

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Webcast

Webcast

Enabling the Coaching-Focused Sales Force

September 26, 2012

Sales organizations can’t develop a coaching culture without essential coaching support programs and investments. In this Sales Management Association webcast, we examine the critical elements required for effective sales coaching programs, review how technology can enable organizational coaching effectiveness, and detail best practices in coaching program development.

 

Topics

  • Defining coaching’s role in driving productivity.
  • Essential linkages between coaching effort and sales process.
  • Review of tools and programs that support coaching effectiveness.

Speakers

  • Steve Potts, Vice President, CallidusCloud
  • Bob Sanders, Chief Operating Officer, AXIOM Sales Force Development

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Webcast

Webcast

Analyzing Sales Productivity: Using Workload, Opportunity, and Performance Metrics For Sales Territory Intelligence

September 08, 2012

Measuring sales force effectiveness is more than simply counting revenue or customer wins. True effectiveness metrics consider performance in the context of available opportunity, and the productivity of assigned sales resources. Using this approach as the basis for deploying salespeople and defining their territory assignments yields powerful productivity improvements - and more effectively deployed sales organizations.

 

This Sales Management Association webcast explores the use of sales workload measurement, geographic potential estimates, and key performance drivers to establish multi-criteria weighting models for intelligent territory design. These complex sales analytics are available to all sales organizations; common practices and benefits associated with their use are outlined in detail.

 

Presented by Mapping Analytics' Cindy Reid.

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Webcast

Webcast

Sales Manager Coach Thyself: The Development Strategy That Dooms Sales Forces to Fail

August 20, 2012

In recent years, the front-line sales manager has come into focus as a key point of leverage in the sales force. In particular, organizations are trying to improve their sales managers’ ability to coach their reps to higher performance. But what about sales managers themselves - who is coaching them? Are they expected to elevate their own performance through some hidden, inherent self-improvement mechanism? Hmm. In this Sales Management Association webcast we explore the best approaches for developing managers into coaches, preparing managers to develop salespeople, and implementing sales development programs for the management assets most responsible for sales force success.

Speaker: Michelle Vazzana, Vice President, Vantage Point Performance

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Webcast

Webcast

A Blueprint for Productive One on One Sales Coaching

July 25, 2012

In the rush to embrace “coaching,” sales organizations expect managers to offer salespeople one-on-one coaching sessions. As implemented by most firms, these are low-value, time-wasting affairs.  For coaching to work, management must forget the common view of what a successful one-on-one coaching session should be; namely, focused on past performance, scheduled as a fixed meeting, oriented on quantitative performance results, and for the primary benefit of management 9not the salesperson). In this Sales Management Association webcast, Business Efficacy’s Kurt Theriault explodes the notion of what coaching sessions should be, and presents an unconventional approach to one-on-one coaching proven effective by those firms adopting it. It calls for coaching interactions delivered in critical coaching moments - not in structured, routine meetings, and it emphasizes:
 

  • Delivering value every time to each coaching recipient;
  • Driving a leadership culture focused on maximizing employee time with customers;
  • Minimizing time spent with management; and
  • Improving performance results.

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Webcast

Webcast

Social Media and the Sales Organization

May 25, 2012

Social media has changed the way customers buy, and redrawn relationships between buyers and sellers. In response, sales operations departments are refocusing support investments, and aligning social media strategy with their sales organizations.

In this Sales Management Association webcast we provide preliminary results from The Sales Management Association's recent research initiative on Social Media and the Sales Organization. It captures current practices, trends, and emerging issues related to the sales organization's use of social media.

Specific topics include:

  • Social media's adoption rates by sales organizations
  • ROI related issues for sales organizations' social media use
  • Key implementation issues for social media adoption
  • Sales organizations' future social media investment expectations


Sales Management Association Chairman Bob Kelly offers summary research observations, and will be joined by panelists commenting on survey implications.

Panelists:

  • Rodrigo Guesalaga, Professor of Marketing at Pontificia Universidad Católica de Chile
  • Dimitri Kapelianis, Assistant Professor of Marketing, University of New Mexico
  • Bob Kelly, Chairman, The Sales Management Association
  • Ralf vonSosen, Vice President of Marketing, InsideView
  • Dietmar Bohn, Vice President Solution Management LoB Sales, SAP

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