Research First Look: Managing Sales Process

27 May 2020

Sales organizations make ample and increasing use of "sales process" - routinized sales activities that organize and direct sales effort in ways thought to be most productive and efficient. This webcast offers the first look at recently concluded Sales Management Association research on a wide range of practices associated with sales process usage. Specific topics addressed in the research include:
  1. The breadth and depth of sales process usage within sales organizations
  2. Specific management approaches to optimizing sales processes, including how they are developed, assessed, communicated, implemented, and adapted over time
  3. Coordination challenges related to sales process usage across multiple people within the sales force and across multiple functions within the firm
  4. The degree to which sales process impacts a sales organization's and firm's value as perceived by buyers
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