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

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 Training

Research Brief: Sales Manager Training

April 04, 2016

  This research focuses on how business-to-business firms support sales manager development through training. It surveys the training practices in use, the training topics and managerial competencies deemed important, the effectiveness of various training approaches, and management&rsquo

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research

Research • First Line Sales Management, Sales Training

Research Brief: Hiring Top Sales Management Talent

April 04, 2016

  Sales managers play a vital role in high-performing sales organizations; sourcing and developing effective managers is therefore critical to any firm fielding a sales force. It’s a challenge approached in two ways: sourcing talent from outside the firm, or developing internal tal

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research

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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academic research

Academic Research • Strategy & Planning, Leadership Development, Sales Training

The Role of Top Management in Developing a Customer-Oriented Sales Force

January 02, 2013

Subhra Chakrabarty, Gene Brown, and Robert E. Widing II

Reprinted with permission from The Journal opf Personal Selling and Sales Management. A national random sample of industrial salespeople was surveyed to examine the effects of salespeople’s perceptions of top management long-term orientation, top management emphasis, and top management

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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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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 • Leadership Development, Sales Training

A Global Perspective on the Current State of Sales Education in the College Curriculum

April 07, 2011

Dawn R. Deeter-Schmelz and Karen Norman Kennedy

In developing on-going customer relationships required in a global business world, twenty-first-century businesses are demanding greater numbers of well-trained, entry-level sales representatives while at the same time expecting higher levels of professionalism and skill from these salespeople. W

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case study

Case Study • Selling Effectiveness, Sales Training

Improving Sales Force Proficiency in Assessing Customer Needs

October 29, 2010

Reed Business Information’s implementation of a “Letter of Understanding” tool in the sales organization.

Like many firms over the past two decades, Reed Business Information (RBI) found its sales organization straining to keep pace in a changing selling environment. As its services offerings grew more complex, and its customers more demanding, RBI made “consultative selling” proficiency

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academic research

Academic Research • Leadership Development, First Line Sales Management, Sales Training

An Update on the Status of Sales Management Training

October 23, 2010

Thomas L. Powers, Thomas E. DeCarlo, and Gouri Gupte

Over the past several years, there have been significant changes that have affected the sales function and the needed competencies of sales managers. Unfortunately, there has been no recent research investigating the status of sales management training practices. The purpose of the present study

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