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

Webcast

Webcast • Sales Process Management

Adapting the Sales Organization to Sales Process Changes

July 14, 2010

We've changed our sales process. Will we need to change our sales force too?

Sales leaders ask with some frequency: "If we changed our sales process, could our current sales force be successful?" The sales organization must adapt in response to changes in buyer behavior, increased competition, disruptive technology, segmentation strategy changes, and many oth

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research

Research • Sales Process Management

Sales Management Association Research Brief: Sales Process Mapping

July 15, 2008

Best Practices for Sales Management

Process mapping is a critical skill for the effective sales manager. Essential to the effort of managing sales processes for consistency, quality, and through-put, sales process mapping provides a common vision and shared language for improving business results.

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Webcast

Webcast • Sales Process Management, Coaching, Sales Transformation, First Line Sales Management

Fixing Your Sales Coaching Model

November 29, 2012

For decades, companies have trained and re-trained their sales managers on how to coach their reps. Yet, no organization we’ve met believes that their managers coach well enough or often enough to maximize sales performance. Truth is, the existing coaching models are to blame. These co

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Webcast

Webcast • Sales Process Management, Coaching, Sales Technology, Sales Compensation, Sales Operations, Analytics, Sales Performance Management, Territory Management

Metrics, Process, and Performance Management

August 04, 2011

Sales Operations often serves as the command center for sales analytics. In this session, recorded at The Sales Management Association's May 2011 workshop, "Focusing Sales Operations' Productivity Impact" at DePaul University's Center for Sales Leadership, Jason Jordan

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Webcast

Webcast • Sales Process Management

Research Update: Sales Pipeline Management Practices

November 27, 2013

  Sales organizations often track prospective sales opportunities using “sales pipeline” or “sales funnel” reporting tools. These usually show pending sales opportunities or prospective customers, in the context of a sequential sales process. Yet practices vary si

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Webcast

Webcast • Sales Process Management

New Winning Strategies for Pipeline Management

March 01, 2011

Salespeople work tirelessly to build bigger pipelines, but are they working against themselves? New research suggests that many sales pipelines are actually too big... Not too small. Bad deals get inside and bounce around, consuming sales reps’ time, while only a trickle of revenue drips ou

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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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research

Research • Sales Process Management

Presentation Bank: Best Practices in Sales Process Mapping

July 15, 2008

As a companion piece to the Sales Process Mapping Best Practices for Sales Management article, we’ve developed this Powerpoint presentation.  It provides examples of how leading sales organizations communicate sales process issues in an effective way. Non-members can view an abbrev

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case study

Case Study • Strategy & Planning, Sales Process Management, Sales Operations, Analytics

Case Study: Sales Pipeline Management

April 30, 2010

Insights from NCR's Global Sales Operations

SMA's Sales Operations Advisory Board recently identified a list of issues critical to sales operations. Near the top of their list: improving forecasting accuracy and pipeline management effectiveness. In this Sales Management Association Case Study Webcast, Sales Operations Advisory Bo

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Webcast

Webcast • Sales Process Management, Coaching, First Line Sales Management

Coaching the Sales Pipeline

March 31, 2011

  Effective pipeline management is critical to sales force productivity. With it, forecasts hit the mark and quotas are achieved. Without it, arrows begin to fly and casualties are incurred. The key to effective pipeline management? The ability of your managers to coach your salespeo

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