Displaying articles, webcast archives, and management tools for the category "Sales Transformation". Click here to see upcoming events for this category.
Webcast • Sales Transformation
Measure What Matters: Evaluating the Success of Sales TransformationJanuary 17, 2012
Transforming a sales force involves substantial investments of time, people and money. How do firms measure the impact of their sales transformation initiatives, and calculate return on the investments required? This SMA webcast explores ideas for measuring and maximizing sales transformation inv
Conference Archives • Sales Transformation
The Truth About Sales TransformationOctober 19, 2011
“Sales transformation” is a catch phrase on the lips of sales leadership. The current environment is testing traditional selling models as never before, through shifts in buying behavior, new technologies, demand volatility, and increased competition. In response, many sales leaders a
Conference Archives • Sales Compensation, Sales Transformation
Sales Compensation Strategy for Sales Transformation: Expert RoundtableOctober 18, 2011
Few changes create as much potential disruption to sales organizations as when the sales compensation program is changed. Yet sales compensation must be changed in response to changing sales priorities, market conditions, or changes in deployment. How do leading firms manage sales compensation ch
Conference Archives • Sales Technology, Sales Transformation
Technology's Impact on Sales Management PracticeOctober 18, 2011
Technology has impacted all management disciplines, but few as profoundly as sales management. A disparate collection of technologies, applications, and platforms are making salespeople more productive, information more easily accessed, and communication more efficient for sales organizations. As
