Sales Management Association RSS feed

Shotgun! Best Practices for Your Saleperson Ride-Alongs.

Thu, 09 Feb 2012 10:20:11 -0600

Salesperson/manager ride-alongs are common practice; we’d guess almost everyone reading this has participated in one, either from the driver’s seat, or as a shotgun-riding manager. We wondered: how do sales organizations get the most out of these interactions?

Sales Force Benchmarking Just Got Easier

Thu, 08 Dec 2011 21:58:56 -0600

Ever tried to benchmark your sales organization’s performance? It’s not an easy or inexpensive proposition. Finding objective, credible data has usually meant commissioning research, or settling for an apples-to-oranges affair with poorly-matched data. Now SMA underwriter The TAS Group aims to change that with its new “Dealmaker Index,” a free tool that provides insight to both individuals and sales teams on sales performance and productivity.

Too often, these kinds of self-assessment tools offered by professional services firms come off like a “Cosmo Quiz” – those inane questionnaires (in the eponymous magazine) that tell you the over-obvious, like whether or not your boyfriend is a cretin. Not that we’re reading it.

Dealmaker Index, on the other hand, yields rich insight around sales productivity, sales process efficiency, and deal analytics. Indexed against TAS Group’s large, and growing, data base of sales force metrics, including 200+ firms (TAS touts an overall audience of 750,000+ sales professionals). The assessment results include indexed scores and rankings comparing a respondent’s results with others in the TAS database. Results and rankings are shown graphically, as well as in a rather comprehensive narrative format.

Not every insight is useful; some simply provide predictable conclusions to questions like “is your sales strategy aligned with your company strategy?” The real value comes in the indexed results, which analyze specific aspects of your sales process, methodology, and success rate. Taken as a whole, the output represents an astonishingly comprehensive assessment, with real value to sales leaders. Given that my survey took about ten minutes to complete, the value seems well worth the investment (in time, the tool is free). I would think many sales managers would find the tool a useful team exercise, with salespeople’s individual results providing a basis for further discussion and inquiry, both individually and in a team or sales meeting setting.

SMA will host a webcast with TAS Group on Wednesday, January 11th which will highlight key findings based on the data accumulated by the tool so far. TAS’s CEO, Donal Daly, will present. The session is free and open to the public. Register for the webcast here. Registrants are encouraged to complete their own Dealmaker Index prior to the session (about 10-15 minutes, registration required): www.dealmakerondex.com.

Why a Shorter Sales Cycle Isn’t Always a Better Sales Cycle

Mon, 21 Nov 2011 15:31:04 -0600

The reason sales cycles are fast is usually that there are fewer total individuals involved. That includes fewer of your sales team, and fewer unique individuals on the customer end of the engagements. Fewer people involved usually indicates that deals are smaller. That which can be approved by one or two people is usually smaller than that requiring six or eight people.

Would it then be prudent for Sales Management to analyze sales cycles within their organizations and keep trying make them shorter?

SMA Webcast: Playbooks Portals and Platforms 26 October 2:00 p.m. Eastern Time

Mon, 24 Oct 2011 07:20:58 -0500

Sales organizations are constantly innovating. In this webcast, we review three recent practices generating attention from leading sales organizations and solutions providers. These include sales playbooks, portals, and sales enablement platforms. Presented by Callidus/iCentera’s Craig Nelson, Vice President of Sales Enablement, this webcast provides specific examples, documents best practices, advises on adapting these ideas to your organization, and suggests how practitioners are defining ROI after adoption.

Five Places to Focus For Sales Productivity

Sat, 01 Oct 2011 09:27:18 -0500

Our members are thinking hard about sales productivity. Here are five things that they're doing.

SMA Webcast: Training Sales Managers: Best Practices 3 November 2:00 p.m. Eastern Time

Mon, 26 Sep 2011 20:00:13 -0500

Sales managers can have an outsized impact on the sales organization’s performance. Why then, do so many companies invest so little in sales manager training? Firms that skimp on sales manager training forgo a critical opportunity to impact overall sales force effectiveness.

In this SMA webcast we outline best practices in sales management training, and detail how several leading firms have overcome the unique challenges associated with training this pivotal role.Drawing on experience assisting world class, Fortune 500 sales organizations develop comprehensive sales management training programs, Vantage Point Performance’s Michelle Vazzana will reveal practical insights for impacting sales manager development.

SMA Webcast: Measuring Sales Coaching Success: Management's Key Performance Indicators 28 September 2:00 p.m. Eastern Time

Mon, 12 Sep 2011 19:35:27 -0500

Many sales organizations embrace coaching as an essential sales management role. With good reason: coaching's impact on sales force effectiveness and salesperson development has a tangible impact matched by few other management activities. Yet even those organizations that make sales coaching a priority sometimes struggle with how best to measure sales coaching effectiveness. In this SMA webcast we examine Key Performance Indicators (KPIs) considered critical to successful coaching programs.

SMA Webcast: Quota Setting Best Practices for Sales Operations 12 October 2:00 p.m. Eastern Time

Mon, 12 Sep 2011 19:28:20 -0500

Effective quota-setting programs are essential for growth planning, strategy, enabling productivity, and measuring results. Drawing from Better Sales Comp Consultants' recently-concluded research on sales operations’ quota-setting practices, this webcast features insights on what’s working for sales operations practitioners. Presenters include BSCC's Ted Briggs and Clinton Gott, and Fred Sass, Director of Product Marketing at Varicent Software.

SMA Webcast: Management's Guide to Effective Sales Performance Reporting 7 September 2:00 p.m. Eastern Time

Fri, 26 Aug 2011 19:26:02 -0500

Performance reporting provides an essential tool for salespeople and the managers directing them. In this SMA webcast, we present an overview of top reporting tips and best practices for accelerating sales performance and management effectiveness. Speakers will discuss specific examples of how reporting activities drive effective sales performance decisions and objectives. Attendees will take away key reporting concepts related to report development and design considerations. Presented by OpenSymmetry.

SMA Webcast: What's Working for Sales Leadership-New Research on Sales Force Effectiveness 17 August 2:00 p.m. Eastern Time

Mon, 01 Aug 2011 13:10:57 -0500

Based on a global study of more than 1,000 professionals, AchieveGlobal's Survey of Sales Effectiveness provides research-based insight into sales activities that generate results. In this SMA webcast, AchieveGlobal's Mark Fears and Mark Marone report key findings from the study, and their implications for sales leadership.

SMA Webcast: Strategic Pricing for Sales Leadership 30 August 2:00 p.m. Eastern Time

Tue, 19 Jul 2011 19:12:22 -0500

Pricing is a familiar fixture in every firm's marketing mix, but more organizations are now treating pricing as a strategic source of revenue and profit growth. In this SMA webcast, we provide sales leaders with insight into common pricing related challenges that face sales organizations, suggest ways to integrate strategic pricing principles with sales management, and provide best-practice insight on leading firms' use of pricing to optimize sales productivity.

SMA Webcast: How Social Media Impacts B2B Sales Management 13 July 2:00 p.m. Eastern Time

Wed, 22 Jun 2011 09:11:40 -0500

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 social media trends, define social media's impact on B2B sales management, and review the implications for sales leadership.

SMA Webcast: Compensating Sales Channels 07 June 2:00 p.m. Eastern

Mon, 16 May 2011 12:26:42 -0500

Compensation is an important tool for managing indirect sales channels. Incentive compensation management for channels has challenges distinct from those associated with direct sales forces. As a firm's channel strategy evolves, its channel compensation schemes must re-align with new priorities. In this SMA webcast, we'll examine key trends in indirect channel strategy, distinct challenges associated with compensating the indirect sales force, and enabling technology that assists management's efforts to align channel strategy, performance management, and sales incentive compensation.

SMA Webcast: Sizing the Sales Force 21 June 2:00PM US Eastern Time

Wed, 04 May 2011 13:14:23 -0500

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. Join us for this SMA webcast as we provide useful frameworks for answering this perennial leadership question.

Maximizing Return on Sales Headcount Investment 09 June 2:00 PM Eastern Time

Wed, 04 May 2011 12:49:01 -0500

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 challenge that involves several layers of management decision making.

One-On-One Coaching Effectiveness: Coaching the Pipeline 27 July 2:00 pm Eastern Time

Mon, 02 May 2011 11:13:02 -0500

One-on-one coaching provides sales management’s most impactful opportunity to impact their direct report’s selling effectiveness. In this webcast, AXIOM Sales Force Development's Bob Sanders the fundamental aspects of one-on-one coaching effectiveness for sales managers. Special emphasis is in this session is given to coaching sales representative’s overall pipeline activity.

Optimizing Sales Performance Across Divisions 15 June 2:00 p.m. Eastern Time

Thu, 21 Apr 2011 12:03:38 -0500

Many firms, including those in the medical device industry, are consolidating market share through mergers and acquisitions. All share the objective if finding operating synergy, but must address the challenge of coordinating sales initiatives over multiple, often disparate divisions. A key determinant of success is integrating an end-to-end Sales Performance Management solution. Whether integrating an acquisition or addressing dysfunction within a multi-divisional organization, there are several principles that should guide management's efforts. This webcast provides two perspectives on how to quickly exploit sales potential while reducing sales administration costs in a multi-division environment. Topics covered include techniques, tools and best practices for enabling adaptable sales performance, and coordinating sales efficiencies across multiple business units.

SMA Webcast: Making the Most of Team Coaching Opportunities 10 August 2:00p.m. Eastern Time

Thu, 21 Apr 2011 11:31:38 -0500

Team settings provide a unique coaching opportunity. In this webcast, AXIOM Sales Force Development's Bob Sanders reviews how team coaching differs from one-on-one coaching, and how effective sales coaches use both coaching approaches to deliver superior impact.

One-On-One Coaching Effectiveness: Deal Reviews 14 June 2:00 pm Eastern Time

Thu, 21 Apr 2011 10:42:58 -0500

One-on-one coaching provides sales management’s most impactful opportunity to impact their direct report’s selling effectiveness. In this webcast, AXIOM Sales Force Development's Bob Sanders reviews the fundamental aspects of one-on-one coaching effectiveness for sales managers. Special emphasis in this session is given to deal reviews during one-on-one coaching conversations.

SMA Webcast: Sales Management's Role in Strategic Accounts

Fri, 15 Apr 2011 15:47:44 -0500

Covering strategic accounts has unique challenges. Large sales organizations typically use separate sales forces for their largest, most valuable, and most strategic customers and prospects. Managing the strategic account sales force also brings a unique set of management challenges. In this webcast we will examine the role of sales management in driving strategic account success.

SMA Webcast: "Coaching the Sales Pipeline" 29 March 2:00 p.m. Eastern

Fri, 25 Mar 2011 15:42:44 -0500

Effective pipeline management is critical to sales force productivity. With it, forecasts hit the mark and quotas are achieved. Without it, arrows begin to fly and casualties are incurred. The key to effective pipeline management? The ability of your managers to coach your salespeople through the opportunities in their pipelines. In this Sales Management Association webcast, Vantage Point Performance’s Michelle Teel will reveal how to coach your reps to better performing pipelines.

Topics include:

Three classic errors in pipeline management and how to avoid them
Proven best practices for managing a sales pipeline
A foolproof framework for conducting pipeline coaching sessions
Implementation best practices associated with pipeline management systems
How to fill your pipeline with winnable deals, then coach reps to close them quickly.

SMA Online Experts' Exchange: "Managing 'Pre-Sales:' Making the Most of Sales Engineering Investments." Friday, February 25, 1:00 pm EST

Wed, 23 Feb 2011 12:08:10 -0600

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 securing the “technical close” alongside the efforts of the account management and business development sales force. In this SMA Online Experts’ Exchange panel discussion, we’ll review three perspectives from practitioners on how to optimize pre-sales investments. Are SEs engaged in the right opportunities, the right accounts?

Session Panel

* John Care, Managing Director; Mastering Technical Sales
* Sean Cullen, Director, Global Field Strategy & Operations; SAP America
* John Littleton, Sales Engineering Manager; Cisco Systems

Online Experts’ Exchange: Managing “Pre-Sales:” Making the Most of Sales Engineering Investments Feb 25 1pm EST

Wed, 23 Feb 2011 00:00:00 -0600

Rescheduled for Friday, February 25, 2011 1PM EST

Upcoming Webcast: Best Practices in Pipeline Management March 29 2pm EST

Wed, 16 Feb 2011 09:16:56 -0600

Effective pipeline management is critical to sales force productivity. With it, forecasts hit the mark and quotas are achieved. Without it, arrows begin to fly and casualties are incurred. The key to effective pipeline management? Effective pipeline coaching.

In this Sales Management Association webcast, Vantage Point Performance’s Jason Jordan reviews the effective methods for coaching your reps to better performing pipelines.

Topics include:

* Three classic errors in pipeline management and how to avoid them
* Proven best practices for managing a sales pipeline
* A foolproof framework for conducting pipeline coaching sessions
* Implementation best practices associated with pipeline management systems
* How to fill your pipeline with winnable deals, then coach reps to close them quickly.

Upcoming Webcast: Best Practices in Pipeline Management March 29 2pm EST

Tue, 15 Feb 2011 12:20:40 -0600

Effective pipeline management is critical to sales force productivity. With it, forecasts hit the mark and quotas are achieved. Without it, arrows begin to fly and casualties are incurred. The key to effective pipeline management? Effective pipeline coaching.

In this Sales Management Association webcast, Vantage Point Performance’s Jason Jordan reviews the effective methods for coaching your reps to better performing pipelines.