Resources

Social media has changed the way customers buy, and redrawn relationships between buyers and sellers. In response, sales operations departments are refocusing support investments, and aligning social media strategy with their sales organizations. This presentation features updates to Sales Management Association's recent research initiative on Social Media and the Sales...Read more

For decades, companies have trained and re-trained their sales managers on how to coach their reps. Yet, no organization we’ve met believes that their managers coach well enough or often enough to maximize sales performance. Truth is, the existing coaching models are to blame. These coaching models (and you probably...Read more

How does your incentive compensation management program compare to those of other firms? Using data gathered from their 2012 Sales Performance and Technology Survey (administered for the first time this year in conjunction with WorldatWork), OpenSymmetry details what sets the best sales compensation programs apart from those of others. By...Read more

The volume, variety, and velocity of sales and marketing data that executives sift through on a daily basis is overwhelming. Pipeline. Deal Size. Win rates. Lead conversion. Social media sentiment. The data points available for consumption are endless.   Join Domo Senior Director of Enterprise Solutions Chris Wintermeyer and Tom Knight, Founder...Read more

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