Resources

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

"Sales transformation" initiatives often fail. They aim to increase revenue and margins - and involve investment in new selling programs, processes and methodologies - but too frequently see inadequate results. Why For many, it's because analytics are poorly applied to change initiatives. This Sales Management Association webcast addresses the role...Read more

iPads are portable, compelling, and cost-effective, and they are having no small impact on the sales organization. More powerful than smart phones, and more mobile than laptops, iPads have an additional benefit uniquely suited to sales: they are consummately social devices. That is, they offer an easily share-able user experience....Read more

Dave Hoffmeister, Executive in Residence at the DePaul Center for Sales Leadership, provides a research briefing on the important characteristics of high performance sales organizations recently identified in the Center's biennial Sales Effectiveness Survey. Conducted over a six-month period among over 3,000 firms in the US, the results of this...Read more