Resources

By applying data analytics, sales organizations can increase effectiveness through greater coverage, better-aligned territories, and more timely interventions with at-risk sales people. But few organizations make the best use of data often readily available to management. This webcast describes how sales organizations can get the most out of performance data,...Read more

Cash incentives alone are not sufficient to drive sales force adoption of critical behaviors, tools, and training. Leading sales organizations are turning to "gamification" - the integration of game dynamics – to enhance coaching plans and foster salesperson engagement, and create a culture of constructive competition. Gamification is changing how...Read more

Reprinted with permission from The Journal of Personal Selling and Sales Management. A national random sample of industrial salespeople was surveyed to examine the effects of salespeople’s perceptions of top management long-term orientation, top management emphasis, and top management risk aversion on customer-oriented selling behaviors. The results indicated that perceived...Read more

Using emerging mobile technology and a focus on improving sales meeting effectiveness, Recall launched a pilot program to test the effectiveness of virtual sales coaching. This session features their experiences and presents compelling insights into the future of technology-enabled virtual coaching for sales organizations. Presenters focus on technology implementation issues,...Read more

Tablets are transforming face-to-face selling. More engaging than laptops, and easier to share than mobile phones, tablets are proving useful at overcoming the physical barrier between buyer and seller, making sales meetings more interactive and content-rich. In this webcast we illustrate how sales organizations are using tablets to reimagine sales...Read more

Social media has changed the way customers buy, and redrawn relationships between buyers and sellers. In response, sales operations departments are refocusing support investments, and aligning social media strategy with their sales organizations. This presentation features updates to Sales Management Association's recent research initiative on Social Media and the Sales...Read more

For decades, companies have trained and re-trained their sales managers on how to coach their reps. Yet, no organization we’ve met believes that their managers coach well enough or often enough to maximize sales performance. Truth is, the existing coaching models are to blame. These coaching models (and you probably...Read more

How does your incentive compensation management program compare to those of other firms? Using data gathered from their 2012 Sales Performance and Technology Survey (administered for the first time this year in conjunction with WorldatWork), OpenSymmetry details what sets the best sales compensation programs apart from those of others. By...Read more