Traditional sales funnels have limited value in even the stablest of markets. Educated buyers often enter a supplier's sales funnel much later than expected, reducing opportunities for sellers to influence buying decisions. With the sudden onset of a global pandemic, demand and buying behavior are even more unpredictable, causing companies...Read more
The dedicated conference website is now available. Join thousands of leading practitioners in sales effectiveness, sales enablement, sales operations, and sales leadership at the Sales Management Association’s first online conference. This isn’t a conference planned as an in-person event and forced to go online. Instead, we’re crafting an online experience...Read more
Sales forces face a significant challenge in keeping their salespeople well trained and up to date. This research examines how sales organizations approach this challenge, and how the best organizations do so differently than others. It identifies a range of practices related to salesperson learning and development (L&D), including the...Read more

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