Resources

Interactive digital media are revolutionizing the marketing landscape. The virtual world is a dominant player in this new panorama, with exchanges in the virtual marketplace approaching $2 billion annually. While virtual, like real world, exchanges require buyers and sellers, there is little or no understanding of this disembodied sales process....Read more

Over the past several years, there have been significant changes that have affected the sales function and the needed competencies of sales managers. Unfortunately, there has been no recent research investigating the status of sales management training practices. The purpose of the present study is to investigate current practices of...Read more

Managing sales through intermediaries presents a unique set of challenges for sales leaders. In this Sales Management Association Online Experts’ Panel, three perspectives are provided on optimizing sales channel productivity. Topics address include: identifying and managing channel conflict; driving performance with limited authority; and measuring sales channel effectiveness. Session Panel...Read more

Many managers allocate the largest portion of their coaching time on “deal coaching,” as a means of enabling sellers to win specific opportunities. In this presentation, our expert panel will address best practices in deal coaching. Some of the questions to be address are: How should sales management think about...Read more

Accurately forecasting sales force performance is a challenge that consistently bedevils sales operations and sales leadership. Sales organizations that reliably produce good forecasts use a systemic approach, guided at multiple levels within the organization, and actively managed for quality. How do firms do this? Our expert panel shares war stories,...Read more

Our first in an ongoing series of panel discussions on coaching effectiveness, this Sales Management Association Experts' Exchange features three perspectives on implementing and managing impactfull sales coaching initiatives. Session Panel Gary Braun, Principal, Pivotal Advisors Paul Helmore, Vice President Sales Data and Consulting Services, Schlumberger Oilfield Services Tim McChrystal,...Read more

Coaching is fundamental to improving salespeople's performance, yet it remains perhaps the least understood and most inconsistently implemented management skill in sales organizations. The following articles, webcasts and research projects focus on sales coaching development for sales managers.

Many of our members are preparing for 2011 sales compensation plan design changes. Any plan changes - even minor ones - can potentially create distraction, anxiety, and confusion among the sales and support personnel impacted. How do leading organizations use sales compensation changes to drive productivity improvements and positive change? We've...Read more