Resources

For most organizations, landing the major account is the ideal end goal for individual sales representatives, and the de facto definition of effectiveness for the sales organization. Yet focusing on account wins alone overlooks the importance of selling efficiency. Selling efficiency describes the productive use of firm resources in pursuit...Read more

Sales coaching programs have the greatest impact when they promote specific selling behaviors. In this Sales Management Association Case Study, we review a coaching initiative implemented at NCMIC Group, Inc., a leading US provider of insurance, equipment leasing, merchant services, and financing for dentists, medical doctors, veterinarians, attorneys, businesses and...Read more

Sales strategy aligns the sales organization with the firm’s business strategy, and provides an action plan for sales performance. One of several archived sessions from SMA's Advanced Sales Management workshop (held in June 2010 at DePaul University's Center for Sales Leadership), this session covers: A framework for understanding and explaining...Read more

Transformational change seems like the “new normal” for sales management. How is the prevalence of large-scale change initiatives changing the role of sales management? What competencies do the best managers bring to sales transformation efforts? How should managers and organizations develop competencies needed for management's success Originally delivered at The...Read more

Most corporate business plans are clear on the sales organization’s performance objectives; that is, they tell us “how much” the sales organization is required to produce. What’s often missing: the “how?” In this Sales Management Association webcast, we review approaches for linking the specific action plans for sales execution with...Read more

Many salespeople don’t want to be salespeople forever, yet don’t know what possibilities exist for their next role – or how to get there. Great sales leaders develop promotable talent, and often play a critical role in counseling their salespeople on future career paths. In this Coaching Work Bench, a...Read more

Sales compensation is difficult to change. Even minor tweaks to a compensation program have the potential to generate distraction, worry, and outright hostility from the sales organization. How should management approach changing the sales compensation program? Are there proven processes that avoid unnecessary problems when implementing sales comp changes? In...Read more

Like many firms over the past two decades, Reed Business Information (RBI) found its sales organization straining to keep pace in a changing selling environment. As its services offerings grew more complex, and its customers more demanding, RBI made “consultative selling” proficiency a strategic initiative for the sales organization. RBI’s...Read more