Resources

This paper proposes that traditional process-based frameworks of selling may be underspecified given three realities affecting the sales role today: (1) longer sales cycles, (2) an increased customer demand for total solutions, and (3) a shift from a product- to a services-centric economy. An argument is offered that suggests that...Read more

Social media is changing the way sales people interact with buyers and prospects. For sales managers, optimizing the sales organization’s social media utilization is an emerging priority. In this panel discussion, we ask two social media thought leaders to address sales leadership’s challenges and opportunities in managing social media engagement....Read more

As selling gets more complex, salespeople depend more on managers, subject matter experts, and specialized resources to succeed with buyers. How do world-class organizations apply the right resources to the right deals? Join us to learn what world-class organizations do differently to support collaborative culture and effective social sales communities....Read more

At some point, most sales forces try to implement a coaching methodology. These programs typically attempt to improve coaching conversations between managers and sellers, and to realize sustainable sales performance improvement. Many fail. So what could they have done differently to increase their odds of success Join researcher and author...Read more

Anyone who uses CRM knows that analyzing the data it holds is a must for supporting sales organizations. Whether it’s monitoring daily wins, deal pipeline or even workforce activity, leveraging CRM data separates exceptional businesses from the rest of the pack. How can CRM data yield insights that go one...Read more

The annual Miller Heiman study, now in its 10th year, captures and measures the behaviors, attributes and performance of World-Class Sales Organizations. Miller Heiman's Joe Galvin highlights the 2013 study's most important findings for sales leaders focused on achieving success in the coming year.

This practical, high-impact discussion offers approaches for gauging sales compensation plan effectiveness, and guidelines for identifying potential plan improvements. Topics addressed include: Key Do's and Dont's for Assessing Plan Effectiveness Core Plan Effectiveness Metrics to Utilize Warning Signs to Look For Presented by Shawn Rossi, North American Practice Leader, Sales...Read more

Managing large-scale change initiatives is a priority for most sales organizations. In fact, the prevalence and intensity of change in the sales force means that sales leaders must be among the most adept change managers in the organization. In this Research Update, we review findings from The Sales Management Association’s...Read more