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 • 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 • Coaching

Research Brief: Supporting Sales Coaching

December 04, 2015

Our latest research on sales coaching

  Although sales coaching’s importance and impact is widely acknowledged, coaching initiatives remain poorly supported in most sales organizations. Time and resource intensive, management’s coaching focus is too easily diminished by competing priorities, inconsistent practice

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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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conference archives

Conference Archives •

Workshop: Transforming the Sales Function at hibu: Enabling Change with Analytics

October 28, 2015

  Transitioning its business from print publications (like yellow page directories) to digital media, hibu is executing a sales force transformation as significant as any attempted. With a database of 13 million business, served by more than 1,100 salespeople, hibu has led a comprehensiv

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conference archives

Conference Archives •

Workshop: Putting Sales People in Front of Decision-Makers: How Great Sales Organizations Make It Happen

October 15, 2015

  Executive-level decision makers are adept at repelling salespeople. It's a skill borne of necessity. Most salespeople arrive ill-prepared, waste time in meetings, and add little value as potential suppliers. But there are exceptions...   In fact, a few salespeople have

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conference archives

Conference Archives •

Panel: Developing Sales Managers

October 14, 2015

  Sales managers are evolving just as the organizations they lead are also changing. New sales leaders need skills different than those of an earlier generation – skills essential for interpreting new data, leveraging technology, and aligning their organizations with shifting custo

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conference archives

Conference Archives •

Keynote: Learn-Ablement

October 14, 2015

  Historically, global companies have made significant investments in sales training on an annual basis, and in many cases invested in enablement “playbooks” for daily process and methodology application. While the two activities are typically linked conceptually, they have t

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