Sales Management Matters

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

Salesperson/manager ride-alongs are common practice; we’d guess almost everyone reading this has participated in one, either from the driver’s seat, or as a shotgun-riding manager. We wondered: how do sales organizations get the most out of these interactions? We asked Catalytic Advisors’ Everett Hill to present a webcast on this...Read more

We've published a new Research Brief from the smart folks at Sales Economics in the Sales Management Association's Resource Library. The paper poses the question, "Why do companies invest more in engineering how they buy stuff (i.e. their supply chains) than in engineering how they sell stuff?" The article then...Read more