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

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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Webcast

Webcast • Strategy & Planning, Sales Operations, Sales Transformation, First Line Sales Management, Sales Training, Sales Performance Management

Six Factors Transforming B2B Selling in 2012

May 31, 2012

Do you know what the future of sales looks like? Demographics are shifting, the pace of change is accelerating, buyers are more informed, and the threshold for success has never been higher. Effective selling in a B2B world is a function of the salesperson's aptitude and attitude, but also is

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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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Webcast

Webcast • Strategy & Planning, Sales Process Management, Coaching, First Line Sales Management

Pipeline Anxiety: Size Matters, Right?

February 16, 2012

Your pipeline is big – really big. So big, you seem to mention it every chance you get: sales meetings, board meetings, customer presentations, cocktail parties, plant tours. In fact, you have a hard time shutting up about your big pipeline. And who can blame you? If given a choice, any sal

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Webcast

Webcast • Coaching, First Line Sales Management, Sales Training, Sales Meetings

Management By Riding Around: Conducting Ride-Alongs with Salespeople

January 27, 2012

What’s the first thing a sales effectiveness consultant (worth their salt) will build into a proposal? Ride-alongs with your sales organization. The reason is simple: direct observation can tell you almost everything you need to know about a salesperson’s effectiveness. Ride shotgun e

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academic research

Academic Research • First Line Sales Management, Selling Effectiveness

Management Practices in Solution Sales—a Multilevel and Cross-Functional Framework

December 15, 2011

From The Journal of Personal Selling and Sales Management, Winter 2011

Business-to-business sales has changed from being an isolated function with little cross-functional influence to becoming an integrated part of long-term customer management and from an operational practice to a strategically focused part of business strategy. This suggests a need to change the u

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Webcast

Webcast • Leadership Development, First Line Sales Management, Sales Training

Training Sales Managers: Best Practices

November 03, 2011

Sales managers can have an outsized impact on the sales organization’s performance. Why then, do so many companies invest so little in sales manager training? Firms that skimp on sales manager training forgo a critical opportunity to impact overall sales force effectiveness. In this Sal

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Webcast

Webcast • Coaching, Leadership Development, First Line Sales Management, Analytics, Sales Performance Management

Measuring Sales Coaching Success

October 02, 2011

Management's Key Performance Indicators

Many sales organizations embrace coaching as an essential sales management role. With good reason: coaching's impact on sales force effectiveness and salesperson development has a tangible impact matched by few other management activities. Yet even those organizations that make sales coaching

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Webcast

Webcast • Sales Process Management, Sales Technology, Sales Operations, First Line Sales Management, Analytics, Sales Performance Management

Management's Guide to Effective Sales Performance Reporting

September 07, 2011

Performance reporting provides an essential tool for salespeople and the managers directing them. In this Sales Management Association webcast, we present an overview of top reporting tips and best practices for accelerating sales performance and management effectiveness. Speakers will discuss sp

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Webcast

Webcast • Sales Technology, Sales Operations, First Line Sales Management, Analytics, Configure-Price-Quote

Sales Leadership's Role in Managing Pricing

August 30, 2011

In this Sales Management Association webcast, we provide sales leaders with insight into common pricing related challenges, suggest ways to integrate strategic pricing principles within a sales management framework, and provide best-practice insight on leading firms' use of pricing to optimiz

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