research

Research • Selling Effectiveness

Research Brief: Content Investments and Sales Effectiveness

February 01, 2016

  Sales and marketing organizations make a wide range of investments in content, collateral, presentation aides, and other tools to support effective selling. This research provides a survey of these various investments, quantifies their effectiveness, and identifies management’s b

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Research • Channel Management, Selling Effectiveness, Sales Performance Management

Research Brief: Sales Performance Data’s Impact on Manager Decision Quality

December 29, 2015

  Performance data are essential to managing sales organizations; without accurate data, management’s decision-making effectiveness is crippled. This research examines when, where, and how managers consume performance data, and quantifies performance information’s impact on m

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Research • Coaching

Research Brief: Supporting Sales Coaching

December 04, 2015

Our latest research on sales coaching

  Although sales coaching’s importance and impact is widely acknowledged, coaching initiatives remain poorly supported in most sales organizations. Time and resource intensive, management’s coaching focus is too easily diminished by competing priorities, inconsistent practice

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Research • Sales Operations

Research Brief: Sales Ops Practices

December 04, 2015

  This study continues the Sales Management Association’s inquiry into sales operations’ practices, challenges, priorities, and emerging trends. This study is conducted to provide data and practice benchmarks for members of the association, many of whom are sales operations p

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Research • Sales Process Management, Selling Effectiveness

Research Brief: Benchmarking Sales Manager Activity

July 16, 2015

  Sales managers have an outsized-impact on sales force productivity. That impact is shaped by decisions sales managers make in allocating their time. We wondered, are organizations optimizing sales management’s time allocation decisions?    The Sales Management A

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research

Research • Sales Performance Management

Research Brief: Measuring Sales Manager Performance

July 08, 2015

  Sales managers crucially influence overall sales force performance. How do firms ensure managers are measured on the most impactful metrics?   Results from our recent survey explores how firms define and measure the effectiveness of their first-line sales managers (FLSMs).

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Research • Strategy & Planning, Sales Process Management, Sales Operations, Analytics

Research Brief: Sales Forecasting Effectiveness

April 08, 2015

  This research examines our recent study of emerging trends and best practices for sales leadership as it relates to sales forecasting in business-to-business organizations. We identify core practices, processes, and resources considered essential to forecasting; reveal factors that con

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Research • Sales Technology

Research Brief: Sales Performance Reporting

February 16, 2015

  Sales performance reporting guides leadership’s decision making, and represents an important information management priority for many firms. This research investigates the use of performance reporting in business-to-business sales organizations, and identifies management prioriti

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Research • Coaching, First Line Sales Management, Sales Training

Research Brief: Sales Onboarding Practices

February 12, 2015

  When they work, onboarding programs improve salesperson productivity and new hire success rates, which can profoundly impact overall sales organization performance. Yet onboarding approaches vary in scope, intensity, and outcomes across firms. This study offers a survey of onboarding p

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Research • Strategy & Planning, Sales Force Roles, Channel Management

Inside Sales Trends

November 07, 2014

  Our recently concluded study on inside sales trends surfaces emerging issues, management priorities, and best practices associated with inside sales channels in large sales organizations. Research topics include:   Current approaches in inside sales force deployment

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