Resources

We're all familiar with the Moneyball story: Billy Beane, General Manager of the struggling Oakland A’s baseball team, bypassed traditional decision-making methods and used data to make smart decisions. Today, many sales executives are overlooking some key Moneyball metrics and still doing business the old-fashioned way. Just as Billy Beane...Read more

Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer Dating back more than a century, companies have used incentives such as commissions and bonuses to motivate anddirect the activities of salespeople. Today, sales force incentives comprise a large portion of sales force pay (approximately 40 percent on average for U.S....Read more

Do you know what the future of sales looks like? Demographics are shifting, the pace of change is accelerating, buyers are more informed, and the threshold for success has never been higher. Effective selling in a B2B world is a function of the salesperson's aptitude and attitude, but also is...Read more

Sales compensation is supposed to be key tool for motivating your team to exceed their sales goals. Too often though, it's a source of complaints and distractions, as the sales organization struggles to make sense of quotas, crediting policies, and confusing plan rules. Learn the role you can play in...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. In this Sales Management Association webcast we provide preliminary results from The Sales Management Association's recent research...Read more

Implementing new sales organization-wide initiatives, such as a new software platform, is a change management challenge that is easy to underestimate. Key to a successful user adoption campaign is careful planning, proactive training, support tools, and effective communication. In this Sales Management Association webcast OpenSymmetry details how to ease the...Read more

The concept of “sales enablement” appeals to everyone staked to the sales organization’s success. For salespeople and their managers, it promises shorter learning curves and quicker access to essential information; for IT, sales enablement often involves applying truly innovative technology; and for sales leadership, sales enablement promises a more productive,...Read more

New research shows that few companies are focusing on sales territory optimization. Yet intelligent territory design yields substantial productivity improvements - as much as 10% in a single year - to those firms who embrace it. Optimizing account assignments, territory design, and sales resource deployment might be the single highest-return...Read more