Resources

Transforming a sales force involves substantial investments of time, people and money. How do firms measure the impact of their sales transformation initiatives, and calculate return on the investments required? This Sales Management Association webcast explores ideas for measuring and maximizing sales transformation investment return. Topics include: Understanding prevailing approaches...Read more

In this Sales Management Association webcast, Wendy Reed, EVP Marketing of The TAS Group presents the results of TAS's global Dealmaker Index study, including implications for companies and individuals focused in improving sales performance. Based on an analysis of 92 sales performance factors, mapped against proven successful approaches, the Dealmaker Index...Read more

The most recent update to our annual Sales Operations Issues study includes input from sales operations professionals from 125 firms, with median annual revenue of US$400 million. Highlights include analysis of sales operations departments' accountabilities, roles, and most important issues, respondents' assessment of their current performance in key functional areas,...Read more

Companies typically apply operations strategy to the supply chain, establishing clear principles and processes for operating, directed at specific goals such as reducing costs and speeding up delivery times. The leaders of consulting firm Sales Economics, Inc., explain that applying the same kind of strategy to the sales organization can...Read more

Business-to-business sales has changed from being an isolated function with little cross-functional influence to becoming an integrated part of long-term customer management and from an operational practice to a strategically focused part of business strategy. This suggests a need to change the unit of analysis from the activities and attributes...Read more

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. In this Sales Management Association webcast, we’ll review how sales forces are harnessing social media to find,...Read more

Sales managers can have an outsized impact on the sales organization’s performance. Why then, do so many companies invest so little in sales manager training? Firms that skimp on sales manager training forgo a critical opportunity to impact overall sales force effectiveness. In this Sales Management Association webcast we outline...Read more

Sales organizations are constantly innovating. In this webcast, we review three recent practices generating attention from leading sales organizations and solutions providers. These include sales playbooks, portals, and sales enablement platforms. Presented by Callidus/iCentera’s Craig Nelson, Vice President of Sales Enablement, this webcast provides specific examples, documents best practices, advises...Read more