Resources

Performance reporting provides an essential tool for salespeople and the managers directing them. In this Sales Management Association webcast, we present an overview of top reporting tips and best practices for accelerating sales performance and management effectiveness. Speakers will discuss specific examples of how reporting activities drive effective sales performance...Read more

In this Sales Management Association webcast, we provide sales leaders with insight into common pricing related challenges, suggest ways to integrate strategic pricing principles within a sales management framework, and provide best-practice insight on leading firms' use of pricing to optimize sales effectiveness. Presented by Alejandro Erasso and Matthias Linnenkamp...Read more

Based on a global study of more than 1,000 professionals, AchieveGlobal's Survey of Sales Effectiveness provides research-based insight into sales activities that generate results. In this Sales Management Association webcast, AchieveGlobal's Mark Fears and Mark Marone report key findings from the study, and their implications for sales leadership. Join us...Read more

Team settings provide a unique coaching opportunity. In this webcast, AXIOM Sales Force Development's Bob Sanders reviews how team coaching differs from one-on-one coaching, and how effective sales coaches use both coaching approaches to deliver superior impact. Topics include: How team coaching differs from one-on-one coaching Establishing effective coaching cultures...Read more

Sales Operations often serves as the command center for sales analytics. In this session, recorded at The Sales Management Association's May 2011 workshop, "Focusing Sales Operations' Productivity Impact" at DePaul University's Center for Sales Leadership, Jason Jordan reviews the metrics and performance analytics that are most useful in driving sales productivity.

One-on-one coaching provides sales managers with an impactful opportunity to influence their direct report’s selling effectiveness. In this webcast, AXIOM Sales Force Development's Bob Sanders outlines the fundamental aspects of one-on-one coaching effectiveness for sales managers. Special emphasis in this session is given to coaching sales representative’s overall pipeline activity....Read more

For many companies, the ramp-up time for new sales professionals typically is six months or more. And, since sales people stay in their position on average for slightly less than two years, companies need to be extremely diligent in recruiting and hiring the right sales people, and then comprehensively onboard...Read more

Sales practitioners continue to come to terms with the selling conditions of mature consumer and business markets. Mature markets display signs such as cost-focused competition, similarity in the perceived functionality of offerings, and multiple suppliers vying for highly knowledgeable and powerful customers. While researchers have noted that in mature industrial...Read more