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Sales Management Association's research on sales operations competencies focuses on skillsets and abilities important to sales operations, sales enablement, and other sales force effectiveness functions. It prioritizes competencies considered most critical by management, and suggests which competencies will be of growing future importance. Organizational staffing and recruitment practices are also...Read more
Sales Management Association’s research on sales operations competencies focuses on skillsets and abilities important to sales operations, sales enablement, and other sales force effectiveness functions. It prioritizes competencies considered most critical by management, and suggests which competencies will be of growing future importance. Organizational staffing and recruitment practices are also...Read more
The disparity between the amount of time the average sales manager will dedicate to preparing for a customer meeting and the effort spent preparing for candidate interviews is amazing. Let’s assume a big sale is worth $250,000 to your company, and that on average a sales rep at quota is...Read more
Onboarding programs deliver learning and development resources to new salespeople in an effort to speed time-to-productivity. This study examines sales onboarding practices in business-to-business firms. Research focus areas include: Onboarding program best practices Emerging trends and metrics in onboarding approaches Onboarding program impact on time-to-productivity for new hires Effective approaches...Read more
Onboarding programs deliver learning and development resources to new salespeople in an effort to speed time-to-productivity. This study examines sales onboarding practices in business-to-business firms. Research focus areas include: Onboarding program best practices Emerging trends and metrics in onboarding approaches Onboarding program impact on time-to-productivity for new hires Effective approaches...Read more
Onboarding programs deliver learning and development resources to new salespeople in an effort to speed time-to-productivity. This study examines sales onboarding practices in business-to-business firms. Research focus areas include: Onboarding program best practices Emerging trends and metrics in onboarding approaches Onboarding program impact on time-to-productivity for new hires Effective approaches...Read more
Onboarding programs deliver learning and development resources to new salespeople in an effort to speed time-to-productivity. In recent research, we examine salesperson onboarding practices in business-to-business firms. The research focuses on emerging trends and metrics in onboarding approaches, onboarding program impact on time-to-productivity for new hires, and effective approaches for...Read more

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