Sales Management Association underwriter The TAS Group advises clients on Sales Performance Automation – a “salesperson centric approach to increasing revenue, improving sales forecasts and metrics, and continually reinforcing best practices.” SPA uses technology to enable sales methodology, and deliver just-in-time training to salespeople when it matters the most –...Read more
Research
Salespeople’s Knowledge-Sharing Behaviors with Coworkers Outside the Sales Unit
15 April 2011
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Managers and academics alike acknowledge that salespeople can play a pivotal role in intraorganizational knowledge-sharing behaviors with coworkers outside the sales unit (i.e., finance, engineering, production, design, etc.). To this end, this study contributes to the extant sales literature by delineating how and under what conditions salespeople’s knowledge-sharing behaviors are...Read more
Research
A Global Perspective on the Current State of Sales Education in the College Curriculum
7 April 2011
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In developing on-going customer relationships required in a global business world, twenty-first-century businesses are demanding greater numbers of well-trained, entry-level sales representatives while at the same time expecting higher levels of professionalism and skill from these salespeople. With increased focus on professional selling, we address the question:has the delivery of...Read more
Effective pipeline management is critical to sales force productivity. With it, forecasts hit the mark and quotas are achieved. Without it, arrows begin to fly and casualties are incurred. The key to effective pipeline management? The ability of your managers to coach your salespeople through the opportunities in their pipelines....Read more
Salespeople work tirelessly to build bigger pipelines, but are they working against themselves? New research suggests that many sales pipelines are actually too big... Not too small. Bad deals get inside and bounce around, consuming sales reps’ time, while only a trickle of revenue drips out of the pipe. Erratic...Read more
Organizations that solve complex problems with engineered solutions often bolster their sales force with sales engineering resources. These resources are often referred to as “Pre-Sales;” their role is focused in scoping customer requirements, configuring complex offerings, and securing the “technical close” alongside the efforts of the account management and business...Read more
You’ve held the kickoff, launched the programs, and trained the sales force. Now what? How will you make sure training has a sustained impact on sales organization performance in the New Year? In this Sales Management Association webcast, we’ll review specific practices that ensure training isn’t simply an event, but...Read more
Webcast
Online Experts’ Exchange: Actionable Intelligence for the Sales Force
17 February 2011
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What’s the difference between a sales organization well-equipped with the right information, and one inundated by data overload? In this Sales Management Association panel presentation we’ll review guiding principles for information strategy, knowledge management, sales enablement, and best practice sharing. Panelists: Lee Levitt, Sales Transformation Expert Scott Sands, National Practice...Read more