Resources

Transformational change seems like the “new normal” for sales management. How is the prevalence of large-scale change initiatives changing the role of sales management? What competencies do the best managers bring to sales transformation efforts? How should managers and organizations develop competencies needed for management's success Originally delivered at The...Read more

Most corporate business plans are clear on the sales organization’s performance objectives; that is, they tell us “how much” the sales organization is required to produce. What’s often missing: the “how?” In this Sales Management Association webcast, we review approaches for linking the specific action plans for sales execution with...Read more

Many salespeople don’t want to be salespeople forever, yet don’t know what possibilities exist for their next role – or how to get there. Great sales leaders develop promotable talent, and often play a critical role in counseling their salespeople on future career paths. In this Coaching Work Bench, a...Read more

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