Sales operations is an emerging management discipline in firms with sales organizations of significant size. Sales operations contributes to productivity by leveraging an array of support capabilities, including enabling technology, process improvement, reporting, and training. Here is a selection of The Sales Management Association's research, webcasts, and other content of interest...Read more
Sales management brings a distinct perspective to the sales compensation automation discussion - a discussion too often dominated by Finance, HR, and Accounting. In this archived Sales Management Association webcast, current sales compensation trends are explored, including the advantages that accrue to sales management when sales compensation is automated. Ecolab's...Read more
This study examines the effects of goal setting on salesperson effort and new product sales. Employing the motivation hub’s theoretical framework, company-assigned goals (i.e., quotas), self-set goals, and self-efficacy are modeled as antecedents to selling effort and new product sales. To investigate the model, longitudinal data were collected from 143...Read more
It’s perhaps the most impactful way a sales manager can drive performance, yet sales coaching is frequently the least-understood, most inconsistently implemented skill for sales managers.  Effective coaching is critical to any sales team’s success, and is a hallmark of consistently-high-achieving sales organizations. Coaching sales teams provides challenges unlike those...Read more
Firms undergoing sales force transformation face many challenges, and chief among them is accurately assessing their existing sales organization. In this Sales Management Association case study webcast, we review a global telecom company’s reorganization of its sales and technical support organizations, including the ways employee assessments guided their decisions on...Read more

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