Resources

Bringing together the world’s foremost sales thought leaders from practice and academia, the Thought Leadership on the Sales Profession is held every two years at premier business schools. Past events have been hosted at the Harvard Business School, Columbia Business School, and HEC Paris. The 2019 conference takes place 30-31...Read more

Forecasting sales performance is fraught with risk, and many sales organizations fail to anticipate changes that undermine success. Among these is the risk associated with salesperson turnover. In this webcast we examine staffing, hiring, and attrition variables that contribute to sales force capacity, and detail how to best model these...Read more

Sales organizations are rethinking training investments and embracing a collection of emerging learning and development practices. In this webcast we'll review findings from Sales Management Association research over the past three years that highlight these practices, their impact on sales productivity, and implications for the future. An expert panel will...Read more

Assign too little potential to salespeople and they'll starve, but too much assigned potential leaves some opportunities unaddressed. Balancing potential across sales territories helps make quotas achievable for all salespeople and maximizes the firm's sales capacity and productivity. This webcast considers territory optimization approaches, including: Utilizing what-if scenario analysis to...Read more

How do top-performing sales managers consistently exceed their targets? Join Vantage Point partner Michelle Vazzana as she discusses the newly revealed secrets of rock star sales managers. Through the groundbreaking research in her new book, Crushing Quota, Michelle will demonstrate: How high-performing managers create clarity of task for the salespeople...Read more

Fundamentals of Sales Territory Optimization and Management Well designed and managed sales territories allow firms to maximize sales force capacity, provide a foundation for other sales performance management activities (including incentive compensation and quota design), and have a host of other benefits to sales forces. This course reviews territory management...Read more

Sales forces are change-intensive organizations, as are the markets and customers they serve. This research reviews critical change management practices in business-to-business sales forces, focusing on management’s efforts to anticipate and lead high impact change initiatives. Research outcomes include the degree and speed of change facing sales organizations, sales organization’s...Read more

Author Jason DeAmato considers behavioral and social intelligence key to sales success. In this webcast, he presents a model for categorizing buyers into one of four social styles: analytical, driving, amiable, and expressive. These styles, according to DeAmato, dictate how each individual person acts, thinks, and makes decisions. DeAmato shows...Read more