Displaying articles, webcast archives, and management tools for the category "Sales Force Roles". Click here to see upcoming events for this category.
Conference Archives • Sales Force Roles, Leadership Development
Sales Management: The Force Behind the ForceOctober 18, 2011
Keynote Presentation from SMA's 2011 Conference
Great salespeople are worth their weight in gold, but great managers of salespeople are worth even more. First-line sales managers have the biggest impact on sales productivity because they play an outsized role in determining who sells, how and where they sell, how (and how quickly) they improve
Conference Archives • Strategy & Planning, Sales Force Roles, Channel Management
Go To Market Strategy: Practical Approaches to Design, Optimization, and AssessmentOctober 18, 2011
A special workshop presented at SMA's 2011 Conference
Go-To-Market (GTM) Strategy describes how a firm's goods and services reach its customers. Sound GTM strategy ensures the right value propositions reach the right buyers in the most efficient way. In this workshop, Axtria's Charlie Thompson leads participants through a practical framework
Webcast • Sales Process Management, Coaching for Performance, Sales Force Roles, Sales Technology
How Social Media Impacts B2B Sales ManagementJuly 14, 2011
Social media is completely changing the way businesses interact, with profound implications for sales management. As LinkedIn, Facebook, Twitter, and other platforms reshape buyer-seller communication, sales management's role has also been redrawn. In this SMA webcast, we examine emerging soc
Webcast • Strategy & Planning, Sales Force Roles, Sales Technology, Sales Compensation, Sales Operations
Maximizing Return on Sales Headcount InvestmentJune 09, 2011
Sales payroll is the largest component of selling expense for most firms. Realizing return from sales headcount investments involves much more than simply hiring the best available talent and turning them loose. For large sales organizations, maximizing sales headcount ROI is a mul
Webcast • Coaching for Performance, Sales Force Roles
Online Experts’ Exchange: Managing Pre-SalesFebruary 26, 2011
Making the Most of Sales Engineering Investments
Organizations that solve complex problems with engineered solutions often bolster their sales force with sales engineering resources. These resources are often referred to as “Pre-Sales;” their role is focused in scoping customer requirements, configuring complex offerings, and securi
Webcast • Strategy & Planning, Sales Force Roles, Leadership Development
Leading Transformational Change in the Sales OrganizationNovember 11, 2010
From SMA's 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
Academic Research • Sales Force Roles, Leadership Development
An Update on the Status of Sales Management TrainingOctober 23, 2010
Thomas L. Powers, Thomas E. DeCarlo, and Gouri Gupte
Over the past several years, there have been significant changes that have affected the sales function and the needed competencies of sales managers. Unfortunately, there has been no recent research investigating the status of sales management training practices. The purpose of the present study
Webcast • Sales Process Management, Coaching for Performance, Sales Force Roles
Adapting the Sales Organization to Sales Process ChangesJuly 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
Webcast • Sales Force Roles, Recruiting & Selection
Assessing the SalesforceJune 02, 2010
Using Capability Assessments During a Reorganization
Firms undergoing sales force transformation face many challenges, and chief among them is accurately assessing their existing sales organization. In this Sales Management Association case study webcast, we review a global telecom company’s reorganization of its sales and technical supp
Research Brief • Sales Force Roles
Sales Force Job Descriptions LibraryJuly 29, 2008
TheSales Management Association has added new jobdescriptions to its salesforce job descriptions library. Each job description includes detailedjob responsibilities, accountabilities and performance measures,organizational alignment, and suggested qualifications. Our members find these j
