Resources

Recent surveys of sales, sales operations, and executive leaders found that optimizing “sales strategy” is expected to have the greatest impact on sales force productivity. (Greater than improving pipeline management, quota setting, sales compensation, or sales training.) Given it’s perceived importance, you’d think most companies would be good at sales...Read more

The past few years have unlocked unprecedented innovation in the areas of sales force effectiveness. More than ever, sales managers have tools at their disposal to help them improve the productivity and success of their sales teams. In this webcast, we discuss six emerging trends that could be the source...Read more

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