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, Selling Effectiveness, Sales Performance Management, Territory Management

Organizing the Sales Force to Grow Existing Accounts

January 16, 2015

  We are well-aware of the need for new business, but how often are sales forces leaving money on the table with existing accounts? In this webcast, we will offer insights for enabling the sales force to identify potential, strengthen relationships, and grow opportunities within establis

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research

Research • Strategy & Planning, Sales Force Roles, Channel Management

Inside Sales Trends

November 07, 2014

  Our recently concluded study on inside sales trends surfaces emerging issues, management priorities, and best practices associated with inside sales channels in large sales organizations. Research topics include:   Current approaches in inside sales force deployment

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Webcast

Webcast • Strategy & Planning, Sales Force Roles, Channel Management

Research Update: Inside Sales Trends

July 21, 2014

  Our recently concluded study on inside sales trends surfaces emerging issues, management priorities, and best practices associated with inside sales channels in large sales organizations. Join us for this first look at research results and expert commentary from SAP Global Vice Preside

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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

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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,

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Webcast

Webcast • Strategy & Planning, Sales Force Roles

Research Update: Sales Effectiveness in the New Sales Paradigm

September 26, 2012

Earlier this year, Forrester’s Scott Santucci presented new research that detailed how companies across all industries are rethinking their selling systems. It detailed how sales forces are responding to disruptive changes in business-to-business selling. Empowered, digitally-armed and conn

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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

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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

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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

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academic researchThis resource is only available for Archive Eligible members

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

Buyer-Seller Interactions in Mature Industrial Markets-Blurring the Relational Transactional Selling Dichotomy

July 15, 2011

From The Journal of Personal Selling and Sales Management, Summer 2011

Sales practitioners continue to come to terms with the selling conditions of mature consumer and business markets. Mature markets display signs such as cost-focused competition, similarity in the perceived functionality of offerings, and multiple suppliers vying for highly knowledgeable and power

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