Resources

Social selling sounds great, but will it drive more revenue? This is one of the most common questions from today’s sales leaders who refuse to buy into investing in social media for their sales teams unless they KNOW that there is tangible ROI. In this Sales Management Association webcast, InsideView's social selling...Read more

Sales transformation is not about tweaking your sales comp plans or having a one-day offsite workshop to review your sales objectives. If transformation were that simple, wouldn’t all under-performing sales organizations be transformed by now? Wouldn’t every sales team exceed its targets, year after year? This Sales Management Association webcast...Read more

Sales managers have an outsized impact on business performance, but garner only a fraction of corporate learning and development efforts. Many company training programs for sales managers simply are not targeted to the sales management job. Instead, they provide generic management training not specific enough to sales team leadership’s unique...Read more

SMA's 2012 Sales Force Productivity Conference is this week! Attendees, click below to build your agenda, sign up for Speed Networking, or download our mobile conference application. 

Greg W. Marshall, William C. Moncrief, John M. Rudd, and Nick Lee   Republished from The Journal of Personal Selling and Sales Management   Over the years several articles have tracked the impact of technology on various aspects of the sales domain. However, the advent of social media and technologies...Read more

Earlier this year, Forrester’s Scott Santucci presented new research that detailed how companies across all industries are rethinking their selling systems. It detailed how sales forces are responding to disruptive changes in business-to-business selling. Empowered, digitally-armed and connected buyers are exerting greater control over buyer/seller conversations, and they’re engaging less...Read more

Sales organizations can’t develop a coaching culture without essential coaching support programs and investments. In this Sales Management Association webcast, we examine the critical elements required for effective sales coaching programs, review how technology can enable organizational coaching effectiveness, and detail best practices in coaching program development. Topics Defining coaching’s...Read more