Sales Management Matters

Sales Management Association underwriter Domo gave us 50 copies of this very cool infographic-turned-poster, and we’re giving them away to Sales Management Association’s blog readers. The poster is a beautiful visualization of what you might be able to do with an extra two hours. Just the thing for our sales...Read more

A guest post from Miller Heiman's Sam Reese Buzzwords are in vogue. Whether the word is transformation, enablement, re-engineering, what they really mean is change. But to truly change, one cannot just focus on one silver bullet. The fact is any change initiative will have many moving parts and interdependencies....Read more

iPad adoption hasn’t yet peaked in sales organizations, The Sales Management Association’s recent research shows. Only about one-third of salespeople currently use a tablet, whether it’s their own or a company-furnished device. But there is impressive momentum gathering behind company-sponsored tablet initiatives impacting the sales force. Most sales forces are...Read more

This spring’s Sales Management Association chapter meetings in Chicago and Atlanta included panel discussions on “Motivating the Sales Force.” [Our spring meetings were the first featuring a common topic, something we’ll continue as we add new chapters (including Houston and Twin Cities in the fall).]. In support of these sessions,...Read more

We know you’re busy. You can’t be expected to comb the internet searching for the best sales management articles. Who has that kind of time? I do. I have that kind of time. Here are five, from blogs you should be reading (but may not be). Comparing Leaders Aboard the...Read more

Last year I wrote about the state of sales education in business school (“Who’s Focusing on Sales Education Since Top Business Schools Aren’t?”). In it, I assert that top B-schools focus too little on sales research and education, given the sales function’s importance. For good measure, I threw in some...Read more

Joe Galvin is Miller Heiman’s new Chief Research Officer and EVP. Joe brings to Miller-Heiman a significant following in the sales operations community. Attendees of last year’s Sales Productivity and Performance Management Conference will remember Joe – he moderated several panels and delivered a well-received workshop himself. We’re looking forward...Read more

Take a moment to answer this question: How healthy is your sales pipeline at this very moment What was the first idea that popped into your head? That’s right… The size of your pipeline. And your next step was probably to compare it to your overall quota. Three times quota?...Read more