Resources

Win/loss analysis helps sales management improve win ratios, direct sales coaching efforts, and enhance competitive advantage. Properly implemented, win/loss analysis is a process-based discipline that involves contacting customers, sellers, and support resources after a particular sales opportunity has been dispositioned and determining what was done well, what could be done...Read more

Recessions force firms to reduce expense, headcount, and capital spending in the scramble to adapt their cost structures to lower demand. As revenue-producing resources, sales forces are caught in the middle – they’re expected to retain and grow business in a more difficult climate with less support. How should sales...Read more

In most sectors of the economy today, sales are not just hard to come by, they are down right elusive. The current credit crisis, weak consumer confidence, and prevalence of corporate downsizings and their impact on business are all too well known. What is a sales leader to do in...Read more

In most industries, sales force turnover is high and very costly to an organization. This paper argues that sales force turnover reflects the quality of sales management performance and that a systematic analysis of sales force turnover can provide clear guidance to increase sales management’s practices and effectiveness. For that...Read more

Firms continue to struggle with the implementation of sales force technology tools and the role they play in sales representative performance. This research expands previous literature in the area of sales force automation (SFA) and customer relationship management (CRM) by looking at the consequences after technology adoption by a sales...Read more

This study defines a framework for understanding the impact of sales force automation (SFA) on customer relationship management (CRM) processes from the perspective of information systems and motivation theories. Investigating the relationship between these processes, with sales activities as the common link, sheds new light on several crucial issues. To...Read more

We calibrate a segmented diffusion model by incorporating the knowledge of physicians’ prescription behavior using a sample of four product histories from the pharmaceutical industry. The results show that when compared to the standard diffusion with retention model, the segmented diffusion model based on the knowledge of physicians’ prescription behavior...Read more

The recession presents sales leadership with a critical challenge: driving sales growth in the face of collapsing demand and enormous expense-control pressure. How should sales management respond? In this webinar, Watson Wyatt Worldwide’s Kathy Ledford provides useful frameworks and decision models for thinking through the following questions: Should sales headcount...Read more