Sales Management Matters

SMA's Chairman Bob Kelly interviews Juan Herrera, Vice President CRM at SAP. The interview took place at this spring's excellent MIT Sloan Sales Conference. We'll be posting more interview video with transcripts over the next few days.  ...

We’re looking forward to our upcoming workshop in Chicago, Mastering Sales Management. Held in conjunction with DePaul University’s Center for Sales Leadership, the workshop will feature speakers from The Sales Management Association and Vantage Point Performance. The workshop offers an advanced survey of competencies shared by high performing sales leaders, practical insights in ...

Matrix Partners' David Skok recently presented at Boston's Lean Startup Circle on "Building a Sales and Marketing Machine." His insights, captured in this blog post and this SlideShare presentation deck, focus on customer acquisition, and utilize mostly B2C web-based business examples. But the larger insights apply to B2B sales organizations involved in complex, multi-face ...

Lots of new college graduates get thrown at sales jobs. Almost none of them planned on a sales career. But sales forces have a persistent need for new recruits, vague qualifications, and the promise of solid income – and that’s a happy combination for many new grads, freshly sobered to economic reality and (more often than not) student loan obligations. Hiring firms harvest thou ...