Resources

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 Yet these approaches are often outdated, ill-suited for others, or poorly adapted...Read more

Measuring sales force effectiveness is more than simply counting revenue or customer wins. True effectiveness metrics consider performance in the context of available opportunity, and the productivity of assigned sales resources. Using this approach as the basis for deploying salespeople and defining their territory assignments yields powerful productivity improvements -...Read more

In recent years, the front-line sales manager has come into focus as a key point of leverage in the sales force. In particular, organizations are trying to improve their sales managers’ ability to coach their reps to higher performance. But what about sales managers themselves - who is coaching them?...Read more

A sales organization’s coverage model aligns its selling resources with customers and market opportunity. Optimizing sales coverage represents an important priority for many firms as they plan for 2013. This Sales Management Association webcast features approaches for improving both sales coverage efficiency (doing more with less) and effectiveness (improving impact...Read more

Technology is re-shaping the essential work of sales managers. This Sales Management Association webcast shows how management’s coaching effectiveness is dramatically amplified through the use of mobile recording technology, speech-to-text analytics, and innovative coaching delivery methods. Presenter Marc Miller, SpearFysh CEO and author of A Seat at the Table details...Read more