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

Webcast

Webcast • Coaching, Recruiting & Selection, Selling Effectiveness

How Excellent Sales Competency Models Make Excellent Sales Forces

July 18, 2013

Sales teams today contend with increasingly sophisticated buyers and intense competition. They must engage with their customers in more sophisticated ways to create and prove their value. Salespeople need more than the traditional relationship-building and closing skills - business acumen, sharp

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Webcast

Webcast • Sales Technology, Selling Effectiveness, Sales Enablement, Mobility

What's on Your iPad?

June 27, 2012

Showcasing Sales Management's Favorite iPad Apps

According to recent Sales Management Association research, sales organizations are poised for a tidal wave of tablet PC adoption. Though only 40% of salespeople are currently equipped with tablets, 70% of executives in sales organizations using tablets are already realizing ROI, and more than 90%

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research

Research • Sales Force Roles, Selling Effectiveness, Sales Training

Sales and Sales Management Competencies

November 22, 2008

Designing, Implementing, and Maintaining Competency-Based Management Programs for the Sales Organization

Many organizations use competency-based management programs as an over-arching framework for managing talent.  Competency-based management programs did not originate in the sales force, nor is their application unique to sales management.  Using competency-based programs in managin

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Webcast

Webcast • Selling Effectiveness, Social Media

Social Selling: From Cold to Close

September 02, 2014

  Social selling - a trendy, yet ill-defined phrase. How many business-to-business salespeople are actually using social media to sell – and how? In this session we introduce a framework for leveraging social media to improve sales productivity, and share examples of sales organiza

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research

Research • Selling Effectiveness, Sales Training

Strategic Account Management Checklist

March 06, 2009

A Best Practices Checklist for Sales Management

Dennis Chapman, Founder and President of The Chapman Group and a veteran in the field of sales management, offers a best-in-class checklist for assessing an organization’s strategic account management effectiveness. In this Research Brief, he discusses role differences between traditio

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Webcast

Webcast • Sales Technology, Sales Operations, Selling Effectiveness

Research Update: Sales Proposal Effectiveness

August 16, 2013

Communicating a formal offering to prospective customers represents a pivotal sales process stage. This research initiative examines current proposal management practices in business-to-business sales organizations. Research objectives include assessing what high-performing sales organizations do

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Webcast

Webcast • Strategy & Planning, Selling Effectiveness

Assessing Sales Force Effectiveness

August 07, 2013

Managing high performing sales forces begins with defining success. It also depends upon management’s ability to correctly diagnose performance issues, surface root causes, and introduce corrective measures. This webcast presents a framework for identifying, measuring, monitoring, and manag

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research

Research • Sales Process Management, Sales Technology, Sales Operations, Selling Effectiveness

Leveraging CRM for Sales: The Role of Organizational Capabilities in Successful CRM Implementation

June 11, 2008

Customer relationship management (CRM) is among the fastest growing business practices, and is often credited for substantial improvements in sales force effectiveness. This paper offers an investigation of CRM implementation and proposes a model that explains the roles of organizational lea

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Webcast

Webcast • Sales Operations, Selling Effectiveness, Analytics, Territory Management

Measuring Sales Force Activity

January 13, 2011

Online Experts' Exchange

How salespeople spend their time is the key determinant of sales force productivity. In this Sales Management Association Online Experts’ Exchange, our panel examines the “how, when, and why” of measuring sales force activity. Emphasis is given to specific activity measurement a

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Webcast

Webcast • Selling Effectiveness, Social Media

Social Strategies for Sales Leaders

February 01, 2014

Sales organizations are embracing social selling, taking advantage of social media’s new approaches for reaching buyers. Along the way, sales leadership faces a new set of management challenges. This session – our first hosted on the Google Hangouts platform – explores emerging

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