Resources

Sales team productivity matters at IBM Software Group, where management believes “teams are where value is generated.” Building upon research that shows high performance for sales teams correlates to a high level of collaboration, IBM Software Group recently studied the role of “social software” in improving collaboration, productivity, and operational...Read more

In highly competitive markets, the use of analytics by sales management separates the best organizations from their lower-performing peers. Combining rich new data with analysis and decision-making tools, sales management analytics help firms identify the right opportunities, deploy resources quickly, and execute profitably. In this Sales Management Association webcast, Mike...Read more

How do best-practice firms figure out whether they are getting an adequate return on sales compensation investments?  By measuring and managing correlation between their sales forces’ performance and pay.  In this archived webinar, Sal DiFonzo and Mike Rose review several commonly used sales compensation analysis tools that quantify sales compensation...Read more

There's lots of talk today about incentive measures and risk management. Even if you’re not a TARP recipient, your company’s board and executive management could take greater care in deciding which performance measures get used to calculate incentives. Sales incentives are another matter, but the issue still pertains. During a...Read more

Chief Executive Officers have long fielded criticism over their pay packages; amidst the current global recession, they’re under more scrutiny than ever. CEOs with poor earnings and growth results – and there are many – hear criticism from multiple fronts. The more rancorous of these critics say the growing gap...Read more

Metrics are the window into your sales organization's performance. When properly implemented, they provide the right information at the right time. Many organizations, however, suffer from a lack of metrics, misleading metrics, or metrics implemented inappropriately. As a result, management's visibility is greatly diminished, along with its ability to make...Read more

Do your sales people have difficulty obtaining and engaging in conversations with senior customer executives? Do they have trouble identifying cross-selling opportunities? Do they talk about your product or service offering too early in the customer's buying process? Do they struggle to present a compelling value proposition to customers If...Read more

Sales operations is an emerging management discipline in firms with a strong focus on sales force productivity. Leveraging an array of support initiatives, sales operations boosts sales force productivity through technology, process improvement, reporting, and training. The Sales Management Association believes sales management is thinking more strategically about sales operations...Read more