Resources

Trying to recover ground lost during the recession, many sales organizations are pursuing traditional tactics to increase revenues. They are putting more “feet on the street” and raising quotas or even doing both. They’re hoping that more quota or “demand” will result in more revenue or “supply” but that’s a big risk if...Read more

The Price Waterfall is a great tool for understanding the effect of pricing and discounting – but it’s only a starting point. It is of limited value if it is not preceded and accompanied by efforts directed at the other influences on the pricing operation. Properly linking the Price Waterfall to them is...Read more

Executives and senior managers leading transformation initiatives in sales operations need a way to assess the current state of their organizations. The concept of operations maturity constitutes a useful framework for this. The leaders of consulting firm Sales Economics, Inc. explain the meaning of maturity and capability in practice, the pros and cons of...Read more

Sports teams use playbooks to organize the complex set of activities needed to execute a game plan, providing a practical instruction guide for coaches and players alike. Now sales managers are adopting the “playbook” concept for constructing sales process guides. They’re finding that sales playbooks provide a helpful framework for...Read more

Managing sales territories and administering sales crediting rules are increasingly complex propositions for sales operations departments. Tracking sales by segment, channel, product, and sales job frequently means assigning credit for one sale to multiple sellers – sometimes a dozen or more in firms with large, overlay sales organizations. Along with...Read more

We're addressing this sales management effectiveness topic in upcoming chapter meetings. Learn more about SMA’s Local Chapters by signing up to attend a meeting (or consider helping us start a chapter!). What makes a motivated sales force? What role do sales leaders play in creating, or enabling (or at least...Read more

Your pipeline is big – really big. So big, you seem to mention it every chance you get: sales meetings, board meetings, customer presentations, cocktail parties, plant tours. In fact, you have a hard time shutting up about your big pipeline. And who can blame you? If given a choice,...Read more

Sales forces often stumble in providing proposals to customers. Offerings are increasingly complicated, and customers more apt to demand customized solutions; as a result, getting approved, accurate proposals in customers’ hands represents a real challenge to many firms. Many are addressing this challenge by investing in cloud-based CPQ solutions, which...Read more