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

research

Research • Coaching, Selling Effectiveness

Research Brief: Salesperson Development Priorities

March 29, 2017

  Two questions underlie every firm’s efforts to build a successful sales force: “What qualities make salespeople successful?” and “How do we develop these qualities?” This research identifies how organizations answer these two fundamental questions. Most im

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research

Research • Coaching, Selling Effectiveness, Sales Training

Research Brief: Investments in Salesperson Skill Development

January 25, 2017

  Sales forces are change-intensive organizations. With each new shift in market demand or buyer preference, sales organizations may change sales messaging, sales performance expectations, or job descriptions; in some cases, firms may even recast fundamental assumptions of how their sale

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research

Research • Sales Technology, Selling Effectiveness

Research Brief: Leading the Social Sales Force

June 15, 2016

  Social media can be used by companies and their sales organizations for an array of purposes, from strategic (building brand image) to tactical (generating leads) to organizational support (identifying job candidates). Whether gathering information on markets and competitors or sharing

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research

Research • Sales Technology, Selling Effectiveness

Research Brief: Assessing Sales Tools

May 04, 2016

  Over the past two decades, technology-driven innovation has profoundly changed selling and sales organizations. PCs and smart mobile devices are now essential selling tools; CRM platforms are virtually ubiquitous; and new applications appear daily to help automate, enhance, or speed up

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research

Research • Selling Effectiveness

Research Brief: Assessment of Sales Opportunities

April 05, 2016

  Accurately assessing opportunity is an essential competency for sales organizations. It underpins critical resource allocation decisions, such as how and where to deploy salespeople, and it determines how essential work is prioritized within the sales force. Opportunity assessment invo

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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

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

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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academic research

Academic Research • Selling Effectiveness, Territory Management

Ideal versus Actual Number of Sales Calls: An Application of Disconfirmation Theory

September 16, 2013

The current study focuses on the relationship that buyers have with their salespeople. Specifically, the study uses disconfirmation theory to evaluate whether a salesperson that meets or exceeds the buyer’s ideal number of sales calls has higher levels of commitment, trust, and satisfaction

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academic research

Academic Research • Selling Effectiveness

The Effects of Facial Attractiveness and Gender on Customer Evaluations During a Web-video Sales Encounter

March 26, 2013

The use of virtual environments as a support platform for demonstrating products and providing after-sales advice is today relatively commonplace. The Web-video interface represents a fundamental shift away from traditional selling atmospherics where the facial appearance of sales perso

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