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
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
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
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
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

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