Developed by Florida State University's Sales Institute in partnership with The Sales Management Association and The TAS Group, this research investigates various sales coaching practices within organizations. The survey results summarized here reflect data from 75 respondent firms with 100 or more sales resources. Among the more compelling findings: sales...Read more
Many firms, including those in the medical device industry, are consolidating market share through mergers and acquisitions. These firms share the objective of finding operating synergy, but must address the challenge of coordinating sales initiatives over multiple, often disparate divisions. A key determinant of success is integrating an end-to-end Sales...Read more
One-on-one coaching provides sales management’s best opportunity to impact direct reports' selling effectiveness. In this webcast, AXIOM Sales Force Development's Bob Sanders reviews the fundamental aspects of one-on-one coaching effectiveness for sales managers. Special emphasis in this session is given to deal reviews during one-on-one coaching conversations. Topics include: Core...Read more
Compensation is an important tool for managing indirect sales channels. Incentive compensation management for channels has challenges distinct from those associated with direct sales forces. As a firm's channel strategy evolves, its channel compensation schemes must re-align with new priorities. In this Sales Management Association webcast, we examine key trends...Read more
For companies with complex sales cycles – in high technology, industrial machinery, and advanced materials, for example – improving sales pipeline performance is essential for achieving revenue growth. But these firms face significant challenges determining which accounts should be the highest priority, what actions will advance the sales process, and...Read more

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