Gary Summy, Sales Management Association member and Director of Sales Development for Trane Commercial Systems, discusses ways in which an organization can quantify the effectiveness of its sales force training and development. Mr. Summy contends that training should be viewed as an investment in the organization versus an expense. And...Read more
Dennis Chapman, Founder and President of The Chapman Group and a veteran in the field of sales management, offers a best-in-class checklist for assessing an organization’s strategic account management effectiveness. In this Research Brief, he discusses role differences between traditional account managers and today’s strategic account manager. Role clarity within...Read more
Sales operations is an emerging management discipline in firms with sales organizations of significant size. Leveraging an array of support initiatives, sales operations can boost sales force productivity through technology, process improvement, reporting, and training. The Sales Management Association believes sales management is thinking more strategically about sales operations as...Read more
Case Study
Case Study: Schlumberger Oilfield Services
23 November 2008
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For large sales organizations, account profiling is an essential sales force planning activity. Account profiles offer a summary view of customers’ (or prospects’) characteristics and key issues, often providing the single most important sales force-to-management communication tool for customer issues. Like many firms that employ account profiles, Schlumberger Oilfield Services,...Read more
Many organizations use competency-based management programs as an over-arching framework for managing talent. Competency-based management programs did not originate in the sales force, nor is their application unique to sales management. Using competency-based programs in managing the sales organization yields significant benefits to many firms, and we believe it offers...Read more
Management Tool
Competency Model Development Tool for Sales Organizations
22 November 2008
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The Sales Management Association’s Sales and Sales Management Competency Dictionary is designed as a resource for firms developing competency models for their sales organizations. It draws upon commonly used competency descriptions used by sales organizations in defining the knowledge, skills, abilities, and behaviors associated with high-performing salespeople, sales managers, and...Read more
Management Tool
Sales Compensation Plan Design Resources
30 September 2008
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The Sales Management Association’s sales compensation resources include our library of pay plan templates, viewable here . Each plan is presented in a downloadable spreadsheet template, which members can use to adapt a selected pay plan design to a sales position’s specific pay and performance requirements. We recently added two new...Read more
Research
Are You Selling the Way Your Prospects Want to Buy?
11 September 2008
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Staffing the sales function with sales representatives that have broadly defined “selling” skills is no guarantee of success. It may not even be enough to deploy sellers with skills adapted to the unique markets they compete in. Sales forces with the best likelihood of success are those that know when,...Read more