Resources

Sales organizations are embracing social selling, taking advantage of social media’s new approaches for reaching buyers. Along the way, sales leadership faces a new set of management challenges. This session – our first hosted on the Google Hangouts platform – explores emerging issues impacting the social sales manager. Panelists: David...Read more

Who deserves credit for closing a deal? In many organizations, the answer is complicated. Sales that involve more than one seller, long decision horizons, or multiple customer touch points often require a complex crediting scheme. Sales organizations that credit sales effectively do these things well: they anchor their crediting model...Read more

Forecasting accuracy is a problem for sales organizations. Too often forecasts reflect little more than a sales force’s collective intuition about future results. Not the reliable predictor management needs. New approaches to forecasting are proving much more valuable. They combine technology, salesperson activities, and a focus on verifiable customer outcomes....Read more

New salesperson onboarding programs address a productivity-killing problem for all sales forces: getting new sellers up to speed. Effective sales leaders are addressing onboarding with a range of tools, including new ways to measure onboarding success. This webcast presents best practices in salesperson onboarding for sales management. Topics Case examples...Read more

Proposals are a challenge for managers, customers and salespeople, our recent research suggests. Managers can’t get data on proposal activity, such as the number of proposals outstanding, and their status. Customers can’t understand overly-complex proposal documents, and salespeople can’t deliver proposals consistently, effectively, and quickly. Online proposal tools are addressing...Read more

CRM and other automation systems have contributed to many sales organizations’ success, yet there is untapped potential in the data they contain. With innovative business analytics and mobile tools, companies can use data to expose sales trends, answer crucial client questions, and allow real-time mobile sales and marketing. Whether at...Read more

Mobile technology can drive revenue growth, productivity and effectiveness in the sales organization. This webinar examines best practices in mobile sales enablement and management frameworks for aligning mobility investment for maximum ROI. Topics include gaining mobile salesperson acceptance through technology tools and defining success measures for the organization and sales...Read more

Sales organizations often track prospective sales opportunities using “sales pipeline” or “sales funnel” reporting tools. These usually show pending sales opportunities or prospective customers, in the context of a sequential sales process. Yet practices vary significantly among firms that utilize these tools. In this Sales Management Association webcast, we review...Read more