Webcast

Webcast • Coaching, Recruiting & Selection, Selling Effectiveness

How Excellent Sales Competency Models Make Excellent Sales Forces

July 18, 2013

Sales teams today contend with increasingly sophisticated buyers and intense competition. They must engage with their customers in more sophisticated ways to create and prove their value. Salespeople need more than the traditional relationship-building and closing skills - business acumen, sharp

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Webcast

Webcast • Sales Technology, Selling Effectiveness, Sales Enablement, Mobility

What's on Your iPad?

June 27, 2012

Showcasing Sales Management's Favorite iPad Apps

According to recent Sales Management Association research, sales organizations are poised for a tidal wave of tablet PC adoption. Though only 40% of salespeople are currently equipped with tablets, 70% of executives in sales organizations using tablets are already realizing ROI, and more than 90%

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Presentation Bank • Strategy & Planning

Linking Sales Execution With the Business Plan

November 09, 2010

Most corporate business plans are clear on the sales organization’s performance objectives; that is, they tell us “how much” the sales organization is required to produce. What’s often missing: the “how?” In this Sales Management Association webcast, we re

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Webcast

Webcast • Strategy & Planning

Aligning Strategy and Sales

August 20, 2014

  The most crucial connection in an organization seeking to grow is between sales and strategy. US companies, for example, spend more than 3x on sales efforts than they spend on all media advertising and 20x more than the total spent on digital marketing. Yet, research indicates that, on

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Webcast

Webcast • Strategy & Planning, Leadership Development, First Line Sales Management, Sales Training

Six Emerging Trends in Sales Force Effectiveness for Sales Managers

February 24, 2013

The past few years have unlocked unprecedented innovation in the areas of sales force effectiveness. More than ever, sales managers have tools at their disposal to help them improve the productivity and success of their sales teams. In this webcast, we discuss six emerging trends that could be th

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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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research

Research • Sales Compensation

Sales Compensation Plan Design Resources

September 30, 2008

New Compensation Plan Templates Added to Our Library

The Sales Management Association’s sales compensation resources include our library of pay plan templates, viewable here .  Each plan is presented in a downloadable spreadsheet template, which members can use to adapt a selected pay plan design to a sales position’s spe

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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 • Sales Meetings

Research Update: Annual Sales Meetings – Best Practices in Preparation and Planning

May 07, 2013

For the sales organization, the annual sales meeting can be invaluable for communicating strategic priorities and setting the tone for yearly expectations. This Sales Management Association Research Update examines findings from a recently concluded Research Initiative on examining how large orga

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research

Research • Coaching

Conquering the Competition: New Strategies for an Age-Old Problem

April 03, 2012

Competition remains one of the most pressing challenges facing sales organizations. And perhaps more concerning, competition is increasing versus years past. In fact, 85 percent of global executives surveyed by McKinsey & Company describe their business environment as more competitive than it

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