academic research

Academic Research • Sales Technology, Social Media

Revolution in Sales: The Impact of Social Media and Related Technology on the Selling Environment

September 30, 2012

Greg W. Marshall, William C. Moncrief, John M. Rudd, and Nick Lee   Republished from The Journal of Personal Selling and Sales Management   Over the years several articles have tracked the impact of technology on various aspects of the sales domain. However, the advent o

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research

Research • Sales Technology, Sales Operations

Tablet PC Usage by Sales Organizations

August 01, 2012

Research Update

The Sales Management Association’s research on tablet PC usage among business-to-business sales organizations was conducted in the first half of 2012. Target participants were sales and sales operations management within the Sales Management Association's membership and online community

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research

Research • Coaching, Sales Operations, First Line Sales Management, Sales Training

Research Brief: Motivating the Sales Force [Spring 2012 Chapter Focus]

July 09, 2012

This spring's Sales Management Association chapter meetings in Chicago and Atlanta included panel discussions on "Motivating the Sales Force." [Our spring meetings were the first featuring a common topic, something we'll continue as we add new chapters (including Houston and Twi

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academic research

Academic Research • Sales Compensation, Sales Operations, Sales Performance Management

Breaking the Sales Force Incentive Addiction: A Balanced Approach to Sales Force Effectiveness

June 12, 2012

Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer

Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer   Dating back more than a century, companies have used incentives such as commissions and bonuses to motivate anddirect the activities of salespeople. Today, sales force incentives comprise a large portion of sales force pay

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research

Research • Coaching

Conquering the Competition: New Strategies for an Age-Old Problem

April 03, 2012

Competition remains one of the most pressing challenges facing sales organizations. And perhaps more concerning, competition is increasing versus years past. In fact, 85 percent of global executives surveyed by McKinsey & Company describe their business environment as more competitive than it

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research

Research • Sales Process Management, Coaching, First Line Sales Management, Sales Training, Sales Performance Management

The Perfect Pipeline: How To Measure and Manage a Productive Sales Pipeline

March 29, 2012

There are many different types of interactions that take place between sellers and managers, but there is one particular meeting that stands out as near-universal among business-to-business sales forces: the sales pipeline review meeting. During this discussion, the rep and manager go through ind

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academic research

Academic Research • Sales Technology, Sales Operations

Challenges of CRM Implementation in Business-to-Business Markets: A Contingency Perspective

March 23, 2012

In this paper, the authors discuss the importance of customer relationship management (CRM) systems in complex and simple selling settings and examine how CRM is implemented in both contexts. Specifically, they suggest that CRM strategies can be implemented from the top-down, originatin

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Research • Selling Effectiveness

Modern Selling: Managing by Exception, Enabled by Analytics

March 08, 2012

Trying to recover ground lost during the recession, many sales organizations are pursuing traditional tactics to increase revenues. They are putting more “feet on the street” and raising quotas or even doing both. They’re hoping that more quota or “demand”

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Research • Sales Operations

Sales Operations Maturity: Why Does It Matter?

March 05, 2012

Executives and senior managers leading transformation initiatives in sales operations need a way to assess the current state of their organizations. The concept of operations maturity constitutes a useful framework for this. The leaders of consulting firm Sales Economics, Inc. expl

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research

Research • Sales Operations, Analytics, Configure-Price-Quote

Beyond the Price Waterfall

March 05, 2012

The Price Waterfall is a great tool for understanding the effect of pricing and discounting – but it’s only a starting point. It is of limited value if it is not preceded and accompanied by efforts directed at the other influences on the pricing operation. Properly link

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