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

Webcast

Webcast • Strategy & Planning, Sales Force Roles, Sales Operations, Territory Management

Sizing the Sales Force

June 22, 2011

Do we have the right sales force size? That’s a question many CxOs ask this time of year at the approach of the budgeting and planning season. This Sales Management Association webcast provides useful frameworks for answering this perennial leadership question.  Led by Charlie Tho

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Webcast

Webcast • Strategy & Planning, Sales Force Roles

Maximizing Return on Sales Headcount Investment

June 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 multi-faceted chal

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Webcast

Webcast • Sales Force Roles, First Line Sales Management

Online Experts’ Exchange: Managing Pre-Sales

February 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

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academic research

Academic Research • Sales Process Management, Sales Force Roles, First Line Sales Management, Selling Effectiveness

Management Practices in Solution Sales: A Multi-Level and Cross-Functional Framework

January 12, 2011

Kaj Storbacka, Pia Polsa, and Maria Sääksjärvi

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 • Coaching, Sales Force Roles, Sales Training

Online Experts' Exchange: Salesperson Career Development

November 05, 2010

Many salespeople don’t want to be salespeople forever, yet don’t know what possibilities exist for their next role – or how to get there. Great sales leaders develop promotable talent, and often play a critical role in counseling their salespeople on future career paths. In this

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academic research

Academic Research • Sales Process Management, Sales Force Roles, Selling Effectiveness

Advocating Avatars: The Salesperson in Second Life

October 25, 2010

Pierre Berthon, Leyland Pitt, Wade Halvorson, Michael Ewing, and Victoria L. Crittenden

Advocating Avatars: The Salesperson in Second LifeAdvocating Avatars: The Salesperson in Second LifeInteractive digital media are revolutionizing the marketing landscape. The virtual world is a dominant player in this new panorama, with exchanges in the virtual marketplace approaching $2 billion

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Webcast

Webcast • Coaching, Sales Force Roles, First Line Sales Management, Selling Effectiveness, Sales Training

Archived Webinar: Getting Salespeople Up to Speed in Record Time

March 26, 2009

Case Studies From Three Sales Forces

Unproductive sales resources are a drain on sales growth, profitability and customer retention. Typically, the sales force’s least productive members are newly-deployed Sales Representatives – salespeople new to the organization, or experienced sellers recently re-deployed to new

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research

Research • Sales Force Roles, Sales Transformation, Selling Effectiveness, Sales Training

Competency Model Development Tool for Sales Organizations

November 22, 2008

Sales and Sales Management Competency Dictionary, version 1.0

The Sales Management Association’s Sales and Sales Management Competency Dictionary is designed as a resource for firms developing competency models for their sales organizations. It draws upon commonly used competency descriptions used by sales organizations in defining the knowledge, skil

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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 • Sales Force Roles

Sales Force Job Descriptions Library

July 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

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