Sales Forecasting: One Size Fits Some

Sales forecasting is fairly consistent across organizations around the globe. The standard forecasting process usually begins with lead identification. The lead is then qualified and an attempt is made to understand the prospect’s needs. A proposal is presented to the prospect to address the needs, and the sale is usually either won or lost shortly thereafter.  

What “Winning Hearts and Minds of Salespeople” Really Means

There is a lot of talk in the sales world about “winning the hearts and minds of salespeople” through training, but what does this really mean? How do sales managers win the hearts and minds of salespeople and what impact does it have on sales force performance?    If we take away all of the fluffy “hearts and minds” language and examine the “reas ...

2015 Sales Force Productivity Conference - Call for Presentations!

Sales Management Association's fifth annual Sales Force Productivity Conference is 12-14 October at Atlanta's Marriott Marquis Downtown. 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 ...

Onboarding’s Impact on Sales Productivity

Sales forces effective in salesperson onboarding – getting new salespeople up-to-speed efficiently – enjoy surprising productivity advantages over their peers, our recently-concluded research shows. These firms have 10% greater sales growth rates, and 14% better sales and profit objective achievement. But onboarding isn’t easy – just 40% of firms with formal programs bel ...

Analytics: The Backbone of On-Demand Sales Training

On-Demand Sales Training vs. Live Sales Training It’s no secret that part of the value of live and in-person sales training is the opportunity to engage in discussion and practice the art of selling through real-life simulations and role play. And of course, in-person training provides sales ...