Webcast
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
Sales payroll is the largest component of selling expense for most firms. Realizing return from sales headcount investments involves much more than simply hiring the best available talent and turning them loose. For large sales organizations, maximizing sales headcount ROI is a multi-faceted challenge that involves several layers of management...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
Covering global accounts has unique challenges. Large sales organizations typically use separate sales forces for their largest, most valuable, and most strategic customers and prospects. Managing the strategic account sales force also brings a unique set of management challenges. In this webcast we will examine the role of sales management...Read more
Research
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
Management Tool
This spreadsheet tool quantifies sales capacity and missed opportunity by sales territory, and may be used for modeling the business impact of territory realignment.
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
