research

Research • Sales Force Roles

Sales Force Job Descriptions Library

July 29, 2008

TheSales Management Association has added new jobdescriptions to its salesforce job descriptions library. Each job description includes detailedjob responsibilities, accountabilities and performance measures,organizational alignment, and suggested qualifications. Our members find these j

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research

Research • Sales Compensation

Sales Compensation Plan Design Resources

September 30, 2008

New Compensation Plan Templates Added to Our Library

The Sales Management Association’s sales compensation resources include our library of pay plan templates, viewable here .  Each plan is presented in a downloadable spreadsheet template, which members can use to adapt a selected pay plan design to a sales position’s spe

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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 Force Roles, Selling Effectiveness, Sales Training

Sales and Sales Management Competencies

November 22, 2008

Designing, Implementing, and Maintaining Competency-Based Management Programs for the Sales Organization

Many organizations use competency-based management programs as an over-arching framework for managing talent.  Competency-based management programs did not originate in the sales force, nor is their application unique to sales management.  Using competency-based programs in managin

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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 • Selling Effectiveness, Sales Training

Strategic Account Management Checklist

March 06, 2009

A Best Practices Checklist for Sales Management

Dennis Chapman, Founder and President of The Chapman Group and a veteran in the field of sales management, offers a best-in-class checklist for assessing an organization’s strategic account management effectiveness. In this Research Brief, he discusses role differences between traditio

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research

Research • Sales Process Management

Sales Management Association Research Brief: Sales Process Mapping

July 15, 2008

Best Practices for Sales Management

Process mapping is a critical skill for the effective sales manager. Essential to the effort of managing sales processes for consistency, quality, and through-put, sales process mapping provides a common vision and shared language for improving business results.

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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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research

Research • Sales Process Management

Presentation Bank: Best Practices in Sales Process Mapping

July 15, 2008

As a companion piece to the Sales Process Mapping Best Practices for Sales Management article, we’ve developed this Powerpoint presentation.  It provides examples of how leading sales organizations communicate sales process issues in an effective way. Non-members can view an abbrev

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research

Research • Sales Process Management, Sales Technology, Sales Operations, Selling Effectiveness

Leveraging CRM for Sales: The Role of Organizational Capabilities in Successful CRM Implementation

June 11, 2008

Customer relationship management (CRM) is among the fastest growing business practices, and is often credited for substantial improvements in sales force effectiveness. This paper offers an investigation of CRM implementation and proposes a model that explains the roles of organizational lea

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