Sales Management Matters

Close your eyes and think about one of the following songs: Michael Jackson’s ABC, Queen’s Bohemian Rhapsody, or Neal Diamond’s Sweet Caroline. Can you hear the beat in your head? Do you remember the chorus? How about the lyrics? Does it evoke a certain emotion? Music is amazing in the...Read more

What makes a great sales dashboard? It’s more than just clever visual design or the latest technology. In fact, sales reporting standards are evolving quickly with innovations in data accessibility, technology, and analytics. We’re hoping to capture a few new insights into business-to-business sales organizations’ reporting practices through our latest...Read more

Several weeks ago we held our first Google Hangout – a discussion on Sales Leadership’s Social Strategy. The discussion featured Richardson’s CEO David DiStefano and Gerry Moran, SAP’s Head of Social Media, North America. We’d hoped also to include a speaker from InsideView, who couldn’t join because of technical issues...Read more

It’s sales kickoff meeting season, the time when companies reveal strategy and marching orders to their sales forces. Kickoff meetings set the tone for the entire year, so there’s a lot riding on getting them right. To help you out, we’ve put together a toolkit with some sales kickoff meeting-related...Read more

Later this winter I’ll present with several leading marketing academics on the topic “Personal Selling and Sales Management in Emerging Markets: A Research Agenda” at the 2014 American Marketing Association’s Winter Marketing Educators’ Conference. I’m looking for perspective on which aspects of this issue might be most important to the...Read more

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