Sales Operations often serves as the command center for sales analytics. In this session, recorded at The Sales Management Association's May 2011 workshop, "Focusing Sales Operations' Productivity Impact" at DePaul University's Center for Sales Leadership, Jason Jordan reviews the metrics and performance analytics that are most useful in driving sales productivity.
Webcast
One-On-One Coaching Effectiveness: Coaching the Pipeline
27 July 2011
Register to read full article
One-on-one coaching provides sales managers with an impactful opportunity to influence their direct report’s selling effectiveness. In this webcast, AXIOM Sales Force Development's Bob Sanders outlines the fundamental aspects of one-on-one coaching effectiveness for sales managers. Special emphasis in this session is given to coaching sales representative’s overall pipeline activity....Read more
For many companies, the ramp-up time for new sales professionals typically is six months or more. And, since sales people stay in their position on average for slightly less than two years, companies need to be extremely diligent in recruiting and hiring the right sales people, and then comprehensively onboard...Read more
Research
Buyer-Seller Interactions in Mature Industrial Markets-Blurring the Relational Transactional Selling Dichotomy
15 July 2011
Register to read full article
Sales practitioners continue to come to terms with the selling conditions of mature consumer and business markets. Mature markets display signs such as cost-focused competition, similarity in the perceived functionality of offerings, and multiple suppliers vying for highly knowledgeable and powerful customers. While researchers have noted that in mature industrial...Read more
Social media is completely changing the way businesses interact, with profound implications for sales management. As LinkedIn, Facebook, Twitter, and other platforms reshape buyer-seller communication, sales management's role has also been redrawn. In this Sales Management Association webcast, we examine emerging social media trends, define social media's impact on B2B...Read more
Presentation Bank
Sales Operations: Enabling Business Strategy
1 July 2011
Register to read full article
Sales Operations is rapidly becoming a function critical to achieving sales excellence, maintaining a competitive edge, and expediting the execution of new business strategies. In this workshop presentation, Sales Economics' Alejandro Erasso and Matthias Linnenkamp examine how Sales Operations connects sales support processes across different functions of the organization for...Read more
Do we have the right sales force size? That’s a question many CxOs ask this time of year at the approach of the budgeting and planning season. This Sales Management Association webcast provides useful frameworks for answering this perennial leadership question. Led by Charlie Thompson, Principal at Axtria Inc., this...Read more
Documenting sales coaching conversations is key to the process of coaching salespeople. This simple form provides an efficient way for managers to document all the important aspects of one-on-one coaching discussions. Provided by AXIOM Sales Force Development, the form is explained as part of AXIOM's recent One-on-One Coaching Effectiveness webcast.