From Player to Coach: Turning Great Salespeople into Great Sales Managers

Should you take the risk and promote your top-performing salesperson to manager?   The stakes are high. You’re not only going to lose a great player on the field, you’re also making a bet that their outstanding current performance will translate into this new role. The debate over whether the best salespeople will make great sales managers has been going on for decades. ...

How To Hire The Right Sales Ops Manager

In crew, coxswains don’t row the boat, but they use their intelligence to help the boat run more efficiently. They steer the boat straight, keep everyone on rhythm, and correct any technical errors.  Much like the coxswain, a sales operations manager might not sell themselves. Rather, they enable the sales department to do their best work. They provide value by engineering optima ...

2016 Sales Force Productivity Conference - Call for Presentations!

Sales Management Association's sixth annual Sales Force Productivity Conference is 24 - 26 October at Atlanta's Ritz-Carlton Buckhead hotel. We’re accepting presentation proposals now. Have an idea for a workshop, presentation, or panel topic? Let us know! Presentations will focus on these core topics: Aligning Sales Force Strategy. Innovations, Trends, and Best ...

Sales Compensation: A Gold Mine of Challenges and Opportunity

Within the world of employee compensation and total rewards, I can’t think of a more ‘target-rich’ environment than the area of sales compensation. The fact that general salary growth has been relatively flat for all employees over the past several years, just places more of a spotlight on the importance of having sales compensation plans in place that retain and, more importa ...

Video-Based Learning: The Key to Preparing Sales Reps for the Empowered Buyer

This blog has focused recently on the new realities facing B2B sales organizations as buyers take increasing advantage of more information, analysis tools, and online feedback from fellow buyers. Indeed, sales teams have ceded much of the power that traditionally enabled them to enter into the sales funnel and control the flow of information on everything from product/service comparisons to pri ...