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

Webcast

Webcast • Strategy & Planning, Leadership Development, First Line Sales Management, Sales Training

Six Emerging Trends in Sales Force Effectiveness for Sales Managers

February 24, 2013

The past few years have unlocked unprecedented innovation in the areas of sales force effectiveness. More than ever, sales managers have tools at their disposal to help them improve the productivity and success of their sales teams. In this webcast, we discuss six emerging trends that could be th

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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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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 • Strategy & Planning, Leadership Development, Sales Operations, Sales Transformation, Sales Training, Analytics

Operating Priorities of High Growth Sales Organizations

July 13, 2012

Miller Heiman’s annual study of sales organizations measures what separates “World Class” sales organizations from others. In this Sales Management Association webcast, Miller Heiman’s Joe Galvin details 12 best practice initiatives that characterize World Class sales orga

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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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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 • 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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Webcast

Webcast • Sales Technology, Sales Operations, Sales Training, Analytics, Sales Performance Management, Mobility

New Salesperson On-boarding and Enablement Best Practices

December 20, 2013

New salesperson onboarding programs address a productivity-killing problem for all sales forces: getting new sellers up to speed. Effective sales leaders are addressing onboarding with a range of tools, including new ways to measure onboarding success. This webcast presents best practices in sale

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academic research

Academic Research • Strategy & Planning, Leadership Development, Sales Training

The Role of Top Management in Developing a Customer-Oriented Sales Force

January 02, 2013

Subhra Chakrabarty, Gene Brown, and Robert E. Widing II

Reprinted with permission from The Journal opf Personal Selling and Sales Management. A national random sample of industrial salespeople was surveyed to examine the effects of salespeople’s perceptions of top management long-term orientation, top management emphasis, and top management

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Webcast

Webcast • Recruiting & Selection, Sales Training

Accelerating New Salesperson Productivity

July 21, 2011

For many companies, the ramp-up time for new sales professionals typically is six months or more. And, since sales people stay in their position on average for slightly less than two years, companies need to be extremely diligent in recruiting and hiring the right sales people, and then comprehen

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