A Guaranteed Way to Doom Your Sales Manager Training

Does sales manager training fail to deliver expected results at your organization? Perhaps change happens for a brief period of time, but before long, things go back to the way they were before the training. If this sounds like your organization, you are not alone. In fact, disappointing sales manager training results are all too common, but what’s to blame? Is the training model itself a ...

Measuring Doesn’t Always Equal Managing

As a sales manager, you are responsible for a lot of metrics—really important metrics, in fact, including revenue growth, customer retention, product mix, and dozens of other performance metrics. But these metrics are more than numbers to you and your sales force because they define your force’s performance. Whether you and your sales force succeed is directly tied to these metrics, ...

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 ...