Resources

SMA's 2012 Sales Force Productivity Conference is this week! Attendees, click below to build your agenda, sign up for Speed Networking, or download our mobile conference application. 

Greg W. Marshall, William C. Moncrief, John M. Rudd, and Nick Lee   Republished from The Journal of Personal Selling and Sales Management   Over the years several articles have tracked the impact of technology on various aspects of the sales domain. However, the advent of social media and technologies...Read more

Earlier this year, Forrester’s Scott Santucci presented new research that detailed how companies across all industries are rethinking their selling systems. It detailed how sales forces are responding to disruptive changes in business-to-business selling. Empowered, digitally-armed and connected buyers are exerting greater control over buyer/seller conversations, and they’re engaging less...Read more

Sales organizations can’t develop a coaching culture without essential coaching support programs and investments. In this Sales Management Association webcast, we examine the critical elements required for effective sales coaching programs, review how technology can enable organizational coaching effectiveness, and detail best practices in coaching program development. Topics Defining coaching’s...Read more

Sales Operations teams face a unique set of challenges. Dealing with sales coverage model changes, aligning resources with territories, and communicating these plans to the field succinctly can be difficult. Many ask, “Are we prepared to handle the changes demanded by our business users?” “Do we really know the impact...Read more

Buyers are more connected and empowered than ever before. Sirius Decisions states that “70% of selling occurs before a customer ever makes contact with a sales rep.” How do you enable your sellers to take control of the conversation and execute a successful sales cycle in this dynamic environment Enter,...Read more

Lots of sales organizations are emphasizing coaching, but too few provide managers meaningful direction on how to coach. In the absence of tools and training, managers revert to “my way” – the approach that defined their own success. Yet these approaches are often outdated, ill-suited for others, or poorly adapted...Read more