Resources

Sales practitioners continue to come to terms with the selling conditions of mature consumer and business markets. Mature markets display signs such as cost-focused competition, similarity in the perceived functionality of offerings, and multiple suppliers vying for highly knowledgeable and powerful customers. While researchers have noted that in mature industrial...Read more

Social media is completely changing the way businesses interact, with profound implications for sales management. As LinkedIn, Facebook, Twitter, and other platforms reshape buyer-seller communication, sales management's role has also been redrawn. In this Sales Management Association webcast, we examine emerging social media trends, define social media's impact on B2B...Read more

Sales Operations is rapidly becoming a function critical to achieving sales excellence, maintaining a competitive edge, and expediting the execution of new business strategies. In this workshop presentation, Sales Economics' Alejandro Erasso and Matthias Linnenkamp examine how Sales Operations connects sales support processes across different functions of the organization for...Read more

Do we have the right sales force size? That’s a question many CxOs ask this time of year at the approach of the budgeting and planning season. This Sales Management Association webcast provides useful frameworks for answering this perennial leadership question.  Led by Charlie Thompson, Principal at Axtria Inc., this...Read more

Documenting sales coaching conversations is key to the process of coaching salespeople. This simple form provides an efficient way for managers to document all the important aspects of one-on-one coaching discussions. Provided by AXIOM Sales Force Development, the form is explained as part of AXIOM's recent One-on-One Coaching Effectiveness webcast.

Developed by Florida State University's Sales Institute in partnership with The Sales Management Association and The TAS Group, this research investigates various sales coaching practices within organizations. The survey results summarized here reflect data from 75 respondent firms with 100 or more sales resources. Among the more compelling findings: sales...Read more

Many firms, including those in the medical device industry, are consolidating market share through mergers and acquisitions. These firms share the objective of finding operating synergy, but must address the challenge of coordinating sales initiatives over multiple, often disparate divisions. A key determinant of success is integrating an end-to-end Sales...Read more

One-on-one coaching provides sales management’s best opportunity to impact direct reports' selling effectiveness. In this webcast, AXIOM Sales Force Development's Bob Sanders reviews the fundamental aspects of one-on-one coaching effectiveness for sales managers. Special emphasis in this session is given to deal reviews during one-on-one coaching conversations. Topics include: Core...Read more