Resources

Sales organizations expend considerable effort in establishing agreements. These aren’t just limited to commercial contracts, but span a broad range of other agreements, both external and internally focused, such as non-disclosure agreements, pricing exceptions, license agreements, memoranda of understanding, statements of work, and many others. The practices, processes, and tools...Read more

Sales organizations are change-intensive environments. They hire, fire, train, assess, retool, restructure, and even recast the fundamental strategies with which they approach their buyers. This puts an enormous burden on sales leaders to understand the disruptive factors driving such changes, so they can successfully navigate the stormy environment. Join Vantage...Read more

This research explores salesperson training and development practices in sales organizations, with special emphasis on the use of technology to support sales force learning initiatives. Using purpose oriented technology applications in this way is often characterized as “sales enablement”. Key topics encompassed in the research include identifying management priorities and...Read more

High-performing sales forces operate differently today than even just a few years ago. Their management and enablement leaders are focused on four activities that differentiate them from their peers. Join us for a webcast which explores how modern sales leaders: Help salespeople have consultative, hyper-personalized buyer engagements Coach salespeople to...Read more

Sales staff need to have both analytical (left brain) and creative (right brain) skills. In this webinar, we'll discuss how you can streamline the sales process with rules-based guided selling, and how to respond to the complexities of ever-changing product configurations, regional currencies, customer-specific pricing, channel discount levels and contractual...Read more

Does building your pipeline, committing to a forecast, transferring accounts, or making pricing decisions ever feel like blindly throwing items at a dartboard? Answering 'yes' to that is more common than we all want to admit. The reality is all of these efforts are interconnected and they need to be...Read more

Today's buyers are independent, informed, and demanding. They no longer look to salespeople as information providers, but as sources of insight that can improve decision making. They want to be guided, and favor those sellers who help point the way. In this webcast, we examine the emerging characteristics of the...Read more

Sales Management Association’s research on sales operations competencies focuses on skillsets and abilities important to sales operations, sales enablement, and other sales force effectiveness functions. It prioritizes competencies considered most critical by management, and suggests which competencies will be of growing future importance. Organizational staffing and recruitment practices are also...Read more