For large sales organizations, account profiling is an essential sales force planning activity. Account profiles offer a summary view of customers’ (or prospects’) characteristics and key issues, often providing the single most important sales force-to-management communication tool for customer issues. Like many firms that employ account profiles, Schlumberger Oilfield Services,...Read more
Many organizations use competency-based management programs as an over-arching framework for managing talent.  Competency-based management programs did not originate in the sales force, nor is their application unique to sales management.  Using competency-based programs in managing the sales organization yields significant benefits to many firms, and we believe it offers...Read more
The Sales Management Association’s Sales and Sales Management Competency Dictionary is designed as a resource for firms developing competency models for their sales organizations. It draws upon commonly used competency descriptions used by sales organizations in defining the knowledge, skills, abilities, and behaviors associated with high-performing salespeople, sales managers, and...Read more
The Sales Management Association has added new job descriptions to its sales force job descriptions library. Each job description includes detailed job responsibilities, accountabilities and performance measures,organizational alignment, and suggested qualifications. Our members find these job descriptions useful as a starting point when customizing their own sales organization's job descriptions....Read more

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