The Great Recession that followed the 2008 –’09 economic collapse forced many firms to reduce selling expense in the face of declining demand. As recovery dawns, some sales leaders question if their sales organizations have the capacity to fully exploit future growth opportunity. It would appear that with fewer sales...Read more
Businesses invest heavily in deploying field forces to service customers and increase revenues. Field resources may expand or decrease depending on business conditions, but the central challenge remains the same. It’s critical to ensure that these field resources find their targets, deliver their message, complete their tasks, document their activities,...Read more
Any company with a direct sales force has lots at stake in efficiently deploying its sales resources. Yet few sales organizations structure sales territories with a rigor approaching even the most routine analysis used by other “deployment” functions in the firm, such as that used by supply chain departments in...Read more
An emerging software category called “Sales Performance Management,” or SPM, is providing a new level of sales management insight for firms who’ve adopted SPM systems. Interest in these systems is surging, due in part to the value they provide sales organizations confronting reorganizations and deployment changes – an increasingly common...Read more
Organizations are increasingly emphasizing online sales channels over traditional offline sales channels. This research examines how training influences a salesperson's ability to manage such a technological change in the firm's sales strategy. Findings suggest that formality of training has a positive effect and voluntariness has a negative effect on the...Read more

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