Process vs. Technology: Which Comes First in the Battle for Sales Productivity?

  Running a sales team takes a great amount of balance between process and technology, especially now that technology is such an integral part of a sales team's tool set. The catch is that less than a third of sales organizations have seen an adequate ROI from their investments in sales technology, even though most companies will prioritize investing in sales technology over the ne ...

Atlanta Chapter - Breakfast and Panel Discussion

The Atlanta Chapter of the Sales Management Association is hosting a Breakfast and Panel Discussion on Wednesday, 10 December, 2014, at the UGA Terry College of Business Buckhead Campus. This is a great opportunity to network and gain insight about topics you're curious about.  We hope you'll RSVP to join us!   This month's speakers include:  

Building Sales Manager Bench Strength

Strong Sales Managers are important to the success of a selling organization. There are many tactics used to build and test the strength of Sales Managers within organizations. However, are there skills and competencies that can’t be taught or learned? According to our Developing Sales Manager research initiative, there are 4 important developmental area that organizations find d ...

New Research: Inside Sales Trends

Inside sales staffing is outpacing traditional salesperson growth by more than 50%, according to our recently completed study in inside sales trends. As expected, participants in our recent study (senior sales and sales operations managers) said inside sales’ lower cost structure helped drive headcount growth. However, even more important is inside sales’ impact on team productivity ...

Sales Forecasting - What NOT to Do

Does your sales forecasting accurately predict the future results of a sales force? Staying apprised of trends and best practices for sales leadership is one way to improve upon forecasting effectiveness.... and to make sure you’re not about to be a cast member on Sales Forecasting: What NOT to Do.   Video coutresy of Vangage Point Performance.   Interested ...