Resources

Recent Sales Management Association research identifies three markers of effectiveness in sales territory design in business-to-business sales organizations. These are securing accurate data inputs, leveraging the right technology, and redesigning territories with appropriate frequency. Most firms (58%) do not consider their territory design efforts effective, and the majority of these...Read more

Sales organizations often struggle with forecasting. Keeping up with forecasting's administrative demands often drains valuable selling time away from the sales force, and more often than not fails to yield accurate results. Most firms consider their sales forecasting efforts ineffective. In this session we consider fundamental approaches essential to sound...Read more

This research explores management practices related to territory design and optimization. It identifies how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research quantifies management’s satisfaction with current approaches, emerging trends in territory planning, and best practice approaches for optimizing salesperson assignments.... You must be a member to...Read more

Sales compensation represents the largest single marketing investment for most firms, and often has an outsized impact on performance. Poorly designed incentives hobble growth efforts and deflate salesperson morale, while well designed programs can motivate untapped reserves of effort and achievement. In this web panel, we consider current sales compensation...Read more

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Formalized sales processes and opportunity pipelines give managers valuable operating frameworks, but their impact in most firms falls far short of expectation. In this webcast, presenters Jason Jordan and Bob Kelly examine why typical approaches to sales process and pipeline management often fail. Drawing on more than 10 years of...Read more

The capstone session in our multi-part session on sales coaching program effectiveness, this webcast addresses how sales coaching programs evolve from good to great, and how management can ensure the maximum impact on sales force productivity from their coaching investments. Topics covered include: Developing master coaching competence in the sales...Read more

Retaining top talent is suddenly a front burner priority for sales organizations. In many industries, the labor market balance-of-power has swung in favor of workers, and salespeople are more vulnerable (and receptive) to competitors' poaching efforts. At the same time, employers may be under mounting financial pressure, with limited ability...Read more