Displaying articles, webcast archives, and management tools for the category "Sales Operations". Click here to see upcoming events for this category.

research

Research • Sales Technology, Sales Operations, Analytics, Sales Performance Management

Research Brief: Sales Analytics Capabilities

April 21, 2017

  This research examines how sales organizations turn data into management ready insights. Doing so often involves aligning the efforts of two distinct populations: managers who must make decisions, and analytics support professionals. This latter group has access to data, but not always

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research

Research • Sales Technology, Sales Operations, Channel Management, Sales Enablement

Research Brief: Enabling Indirect Sales Channels

April 21, 2017

  This research investigates tactics used by firms in support of indirect sales channels – the salespeople, agencies, affiliates, and networks engaged (but not directly employed) by sellers. Special focus is given to indirect salesperson effectiveness, and how selling firms can aff

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research

Research • Sales Operations

Research Brief: Refocusing Sales Operations

December 21, 2016

Sales operations functions serve a vital, strategic role in sales organizations, frequently engineering large scale change initiatives in sales coverage models, or comprehensive incentive plan revisions, or launching new offerings. Along the way, they must also respond to the sales organizatio

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research

Research • Strategy & Planning, Sales Technology, Sales Operations, First Line Sales Management, Analytics

Research Brief: Sales Force Attitudes on Forecasting

November 17, 2016

Sometimes we ask our members, who are sales effectiveness leaders and senior sales leaders, to name their most vexing challenges. A topic that always comes up? Sales forecasting.   It’s easy to see why. In many leaders opinions’, forecasting is undertaken with uncertain objec

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research

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

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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conference archivesThis resource is only available for Archive Eligible members

Conference Archives • Sales Operations, Channel Management, Analytics

Analytics Strategy for Channel Intensive Sales Organizations

October 08, 2013

  Channel organizations represent unique challenges for sales performance analytics. These challenges include gaining access to data; cleaning, standardizing, and staging information from disparate sources; and coordinating an analytics strategy across multiple organizations. In this pan

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conference archives

Conference Archives • Sales Process Management, Coaching, Sales Operations

Rethinking Sales Pipeline Management

October 25, 2012

Keynote Presentation 2012 Sales Force Productivity Conference

Pipeline management describes a sales organization’s approach to qualifying, quantifying, prioritizing, and pursuing opportunities. Manage the pipeline well and good things happen: forecasts are more accurate, resources are deployed more efficiently, and sales force productivity increases.

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conference archives

Conference Archives • Sales Process Management, Sales Operations

Social Media and Sales Management Practice

October 25, 2012

Social media has changed the way customers buy, and redrawn relationships between buyers and sellers. In response, sales operations departments are refocusing support investments, and aligning social media strategy with their sales organizations.   This presentation features SMA'

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conference archives

Conference Archives • Strategy & Planning, Sales Technology, Sales Operations

Managing Sales Territories for Maximum Sales Force Productivity

October 25, 2012

Well designed territories impact the productivity and efficiency of your sales resources. Effective territory management allows you to quickly respond to changing go-to-market priorities, support the increasing diversity of coverage models and is a critical linchpin of your sales compensation pro

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