Sales Training
Two executives are given departmental budgets: one is a CIO, the other a Chief Sales Officer. The CIO buys a lot of software and hardware; the CSO a lot of sales training. What steps will each take in order to make sure they get a solid ROI on their departments’...Read more
Sales Management Association underwriter Better Sales Comp Consultants has redesigned its site, which looks great. BSCC's Per Torgesen provides an excellent series of posts there on practical tips for sales compensation plan design. His most recent covers "making the sausage" – the sometimes messy process of creating compensation plans for...Read more
Lots of new college graduates get thrown at sales jobs. Almost none of them planned on a sales career. But sales forces have a persistent need for new recruits, vague qualifications, and the promise of solid income – and that’s a happy combination for many new grads, freshly sobered to...Read more
A sick compensation plan is often the harbinger of much bigger problems with sales organization effectiveness. Diagnose the the comp plan problem quickly enough, and you stand a chance of heading off disaster. Frequent Sales Management Association contributor Scott Sands details how effective diagnostics keep productive sales organizations clear of...Read more
Before The Sales Management Association launched, taxidermists had more options than sales managers in selecting a professional association. This despite the fact that companies stuff an astonishing amount of expense into the corporate cavity called the sales organization. Realizing value from these investments hinges on the front-line sales manager, who...Read more
We’re updating a research effort that met with lots of interest last year. The research explores key challenges and priorities of Sales Operations departments. Developed by the Sales Management Association’s Sales Operations Advisory Board, we presented last year’s results at The Conference Board’s Sales Operations Leadership Conference (with help from...Read more
More year-end lists forecasting the best jobs for 2011: US News & World Report includes "Sales Manager" in its list of "50 Best Careers of 2011." A recent addition to the list, "it's a job making a comeback with the economy." Sales Management Association gets a mention and quote. Check...Read more
CNNMoney.com’s recent list of “Best Jobs in America” pegs “Sales Director” at number eight. The Sales Management Association is mentioned in the article along with a quote from Sales Management Association chairman Bob Kelly, now quietly seething that “Professional Association Chairman” somehow did not make the list. Check out the...Read more
