Resources

Disciplined processes are the hallmark of highly-productive sales organizations. But salespeople don't follow sales process guidelines unless they're effectively implemented and well supported. This webcast details Informatica's experience implementing a new sales methodology and their successful efforts to drive sales process adoption. Presented by Informatica's Julie Rhodes, Director of Sales...Read more

Social media can be used by companies and their sales organizations for an array of purposes, from strategic (building brand image) to tactical (generating leads) to organizational support (identifying job candidates). Whether gathering information on markets and competitors or sharing information on products and promotions, social media expand a company's...Read more

Complex sales take longer, involve more sophisticated solutions, and demand more highly-tuned support resources than typical sales. This complexity can easily overwhelm sales enablement initiatives intended to improve sales rep effectiveness. This webcast describes JDA Software's highly successful approach to taming sales process clutter at JDA Software, the leading supplier...Read more

Building customer relationships is increasingly difficult for salespeople. Face time with buyers is dwindling, while the rise of electronic auctions, RFPs, managed procurement, and third-party buying influences make it tougher than ever to demonstrate value and differentiate offerings. In this panel discussion, we examine strategies for building valuable customer relationships,...Read more

Every company forecasts revenue, but few are happy with the results. Despite highly-focused effort and attention, most sales forecasts are frustratingly inaccurate. So how can this critical activity be improved to yield better outcomes? Join best-selling author Jason Jordan as he shares findings from a joint research project with the...Read more

With the recent quarter close, sales leaders are preparing reports on last quarter's wins, forecasting next quarter's outcomes, and identifying gaps to solve for this quarter. This webcast addresses common forecasting challenges, focusing on how leaders can fine tune forecasting strategy, and better align metrics and selling activities to improve...Read more

Sales forecasting yields insufficient insight to many sales leaders, yet few firms know where to start in building better forecasting practices. In this Sales Management Association web panel, three experts present a series of practical ideas for improving forecast accuracy and enhancing the insights it offers sales leadership.

Sales managers have an outsized-impact on sales force productivity. That impact is shaped by decisions sales managers make in allocating their time. We wondered, are organizations optimizing sales management’s time allocation decisions?  The Sales Management Association undertook a research effort to answer that question in our recently-concluded sales manager activity...Read more