Sales Management Matters

A recent study of more than 800 front line sales reps and sales leaders highlights a disturbing trend in sales management. While organizations are making ever greater investment in technologies and operational processes to improve performance, sales reps are citing Training and Development as being one of their greatest challenges...Read more

It must seem like Shark Week for sales operations departments, who use this time of year to plan next year’s territory assignments, quotas, and compensation plan changes. Like Shark Week, planning season for sales ops seems a lot longer than advertised. And, like Shark Week, quota planning season often ends...Read more

Guest blogger Mark Ippolito from sales and marketing consultancy Lenati contributed this post. With the powerful capabilities of mobile devices to integrate location data, seller activity, real-time transactions and much more, sales managers in leading organizations are leveraging these capabilities to drive exponential performance gains among their sales teams. Looking to...Read more

Jason Jordan is Vice President and Partner at Vantage Point Performance, and the author of Cracking the Sales Management Code, and contributed this guest post. I was recently speaking at the American Society for Training and Development’s international conference, and I happened into a conversation that yielded a very interesting...Read more

“Mobile Sales Enablement” is emerging as an important topic for our audience, judging by the response to several recent webcasts. Mutual Mobile‘s Sam Gaddis and Mike Nowlin’s presentation “Mobile Sales Enablement: What Sales Operations Needs to Know” offered a succinct business case and a summary of benefits for mobile enablement initiatives...Read more

Our recent webcast Building a Winning Sales Management Team: The Force Behind the Force, featured two perspectives on first line sales manager effectiveness. ZS Associates, whose intellectual Godfathers Sinha and Zoltners recently published an eponymous book on this topic, have much to say about sales effectiveness generally, and have focused...Read more

Marketers and technologists may be slow to admit this, but great conversations are important to B2B selling. Not in the euphemistic, marketing-speak context of a blog post’s comment thread, or an invitation to “join the conversation” by filling out a web-enabled registration form. We’re talking about honest-to-God conversations, where humans...Read more

Each quarter the Sales Management Association publishes a scholarly research article from The Journal of Personal Selling and Sales Management, the most important academic journal wholly focused in sales. In the future, we plan on featuring these articles – and other academic research work – with content that “translates” research...Read more