Resources

Sales compensation is difficult to change. Even minor tweaks to a compensation program have the potential to generate distraction, worry, and outright hostility from the sales organization. How should management approach changing the sales compensation program? Are there proven processes that avoid unnecessary problems when implementing sales comp changes? In...Read more

Like many firms over the past two decades, Reed Business Information (RBI) found its sales organization straining to keep pace in a changing selling environment. As its services offerings grew more complex, and its customers more demanding, RBI made “consultative selling” proficiency a strategic initiative for the sales organization. RBI’s...Read more

The following is a representative collection of plan policies and guidelines picked from sales compensation plans in many different industries. Policies shown reflect a wide range of objectives, strategies, and market conditions. They are intended to provide a general framework for developing policies, and should not be used without the...Read more

Interactive digital media are revolutionizing the marketing landscape. The virtual world is a dominant player in this new panorama, with exchanges in the virtual marketplace approaching $2 billion annually. While virtual, like real world, exchanges require buyers and sellers, there is little or no understanding of this disembodied sales process....Read more

Over the past several years, there have been significant changes that have affected the sales function and the needed competencies of sales managers. Unfortunately, there has been no recent research investigating the status of sales management training practices. The purpose of the present study is to investigate current practices of...Read more

Managing sales through intermediaries presents a unique set of challenges for sales leaders. In this Sales Management Association Online Experts’ Panel, three perspectives are provided on optimizing sales channel productivity. Topics address include: identifying and managing channel conflict; driving performance with limited authority; and measuring sales channel effectiveness. Session Panel...Read more

Many managers allocate the largest portion of their coaching time on “deal coaching,” as a means of enabling sellers to win specific opportunities. In this presentation, our expert panel will address best practices in deal coaching. Some of the questions to be address are: How should sales management think about...Read more

Accurately forecasting sales force performance is a challenge that consistently bedevils sales operations and sales leadership. Sales organizations that reliably produce good forecasts use a systemic approach, guided at multiple levels within the organization, and actively managed for quality. How do firms do this? Our expert panel shares war stories,...Read more