Resources

Many managers ignore their firm's job descriptions, or discount their value to that of HR-driven contrivances. For sales management, we think this approach is a mistake. Properly utilized, job descriptions provide enormous practical value to sales leadership. The Sales Management Association considers job descriptions essential management tools, and recommends that...Read more

How do high performing sales teams know what to focus on?  Most rely on sales management for direction on which opportunities (customers, products, segments, channels, etc.) represent the best return on sales effort.  Yet sales management rarely approaches this role with a rigorous, disciplined process. This paper outlines an approach...Read more