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

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

Register to Read More of this article

Webcast

Webcast • Coaching, Sales Force Roles, Leadership Development, First Line Sales Management

Sales Manager Coach Thyself: The Development Strategy That Dooms Sales Forces to Fail

August 20, 2012

In recent years, the front-line sales manager has come into focus as a key point of leverage in the sales force. In particular, organizations are trying to improve their sales managers’ ability to coach their reps to higher performance. But what about sales managers themselves - who is coac

Read more

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

Register to Read More of this article

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

Register to Read More of this article

Webcast

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

Case Study: Optimizing Sales Coverage

August 17, 2012

A sales organization’s coverage model aligns its selling resources with customers and market opportunity. Optimizing sales coverage represents an important priority for many firms as they plan for 2013. This Sales Management Association webcast features approaches for improving both sales c

Register to Read More of this article

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

Register to Read More of this article

Webcast

Webcast • Sales Force Roles, Sales Compensation

Hunters and Farmers: Best Practice Approaches to Incentive Pay and Job Design

August 30, 2013

Are you just doing more of the same thing as your sales team grows? Are you making the mistake of having your Hunters farm old accounts, while also expecting them to cold call into new prospects? Do you just make a tweak to the incentive plan and give the same plan to everyone? As companies grow,

Register to Read More of this article

Webcast

Webcast • Sales Force Roles, Leadership Development, Recruiting & Selection

Best Practices in Sales Human Capital Management

July 12, 2012

Two-thirds (or more) of sales organization's total spend goes to compensate sales personnel, but how much do sales organizations really focus on the human resources they invest in? In fact, many sales organizations have a fragmented approach to people related processes, unlinked to a comprehe

Register to Read More of this article

Webcast

Webcast • Sales Force Roles, Recruiting & Selection, First Line Sales Management

Assessing Sales Talent for Front-Line and Management Roles

November 21, 2013

Drawing upon their recent best practice research on first-line sales manager staffing practices, Aon Hewitt’s Steve Grossman and Miriam Nelson offer insight into the sales manager’s essential contribution to sales organization performance. Topics include benchmarks for FLSM inv

Register to Read More of this article

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

Register to Read More of this article