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

Webcast

Webcast • Sales Process Management, Coaching, Sales Transformation, Selling Effectiveness, Sales Training

Fifth Third Bancorp: How to Execute a Customer Focused Sales Strategy

March 22, 2012

Is your sales team prepared to execute on your 2012 strategy? Strategy execution across a large sales organization requires tight alignment across six dimensions, including: Strategy: Linking sales strategy to business strategy, and Talent: Equipping sales leaders and professionals

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Webcast

Webcast • Strategy & Planning, Sales Transformation, Analytics

Measure What Matters: Evaluating the Success of Sales Transformation

January 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 Sales Management Association webcast explores ideas for measuring and maximizing

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Webcast

Webcast • Sales Transformation

Leading Transformational Change in the Sales Organization

November 11, 2010

From our June 2010 Advanced Sales Management Workshop at DePaul University's Center for Sales Leadership

Transformational change seems like the “new normal” for sales management. How is the prevalence of large-scale change initiatives changing the role of sales management? What competencies do the best managers bring to sales transformation efforts? How should managers and organizations

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Webcast

Webcast • Sales Transformation

Sales Force Transformation

March 15, 2010

The Great Recession that followed the 2008 –’09 economic collapse forced many firms to reduce selling expense in the face of declining demand. As recovery dawns, some sales leaders question if their sales organizations have the capacity to fully exploit future growth opportunity.

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research

Research • Strategy & Planning, Sales Transformation

Driving Your Sales Force Through an Economic Blizzard

May 16, 2009

Management Lessons from the Toughest Race on Earth

In most sectors of the economy today, sales are not just hard to come by, they are down right elusive. The current credit crisis, weak consumer confidence, and prevalence of corporate downsizings and their impact on business are all too well known. What is a sales leader to do in the midst of

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research

Research • Sales Force Roles, Sales Transformation, Selling Effectiveness, Sales Training

Competency Model Development Tool for Sales Organizations

November 22, 2008

Sales and Sales Management Competency Dictionary, version 1.0

The Sales Management Association’s Sales and Sales Management Competency Dictionary is designed as a resource for firms developing competency models for their sales organizations. It draws upon commonly used competency descriptions used by sales organizations in defining the knowledge, skil

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research

Research • Strategy & Planning, Sales Transformation, Analytics

Sales Force Effectiveness: a Framework for Researchers and Practitioners

June 11, 2008

Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer   This paper presents a Sales Force Effectiveness Framework that organizes the complexities of sales organizations, providing a holistic approach to de?ning and assessing sales force effectiveness. Sales practitioners ca

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research

Research • Leadership Development, Sales Transformation

Sales Management Association Case Study: Siemens One

June 09, 2008

Sales Force Deployment and Customer Coverage

For global sales organizations with a diverse set of sales opportunities, few challenges are more daunting than providing adequate customer coverage. Siemens Corporation addresses this challenge with its Siemens One division, which integrates the multi-unit sales effort required for complex,

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