Sales organizations often change in response to shifting market conditions, competitive pressure, or shifts in demand or buyer preferences. Sometimes those changes rise to the level of “transformational” change, involving wholesale restructuring or strategic realignments of selling resources. In this panel, senior sales and sales operations leaders discuss their experiences...Read more
Changing the sales compensation plan is fraught with peril. Poorly thought out changes can tank morale, erode productivity, and trigger salesperson turnover. A recent Sales Management Association research reveals that firms with the most amount of sales comp program change are least likely to have effective sales compensation programs - suggesting...Read more
Great Lakes Regional Sales Manager
13 June 2025
Great Lakes Regional Sales Manager CleanFiber — Great Lakes Job Description Role & Compensation The Great Lakes Sales Manager will be responsible for driving CleanFiber’s growth in the Great Lakes region, including conducting market research, developing relationships, and closing sales. Reporting to the VP of Sales, the Great Lakes Regional...Read more
Webcast
Focusing Salesperson Coaching on Skill Improvement 
11 June 2025
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Sales organizations consider coaching an important management role and a critical driver of sales force effectiveness, but few firms effectively coach salespeople. Many fail to elevate coaching among competing manager priorities, while others deliver training, performance feedback, or training, rather than true coaching. This webcast focuses on skills coaching. It...Read more
Manager- Lake Zurich
9 June 2025
American Sale: “Unlock Your Potential: Build Your Career Path with Us!†At American Sale, we believe in nurturing talent from within, offering a clear path to advancement whether you’re aiming for a commission-based role, a salaried position, or a management career. We offer real-life skills that you can carry...Read more
Manager- Lake Zurich
6 June 2025
American Sale: Unlock Your Potential: Build Your Career Path with Us! At American Sale, we believe in nurturing talent from within, offering a clear path to advancement whether youre aiming for a commission-based role, a salaried position, or a management career. We offer real-life skills that you can carry with...Read more
Many sales organizations use a combination of inside and outside salespeople, but struggle to determine the optimal mix of the two. New academic research helps address this challenge. Using data from 194 firms and a review of current practices, researchers examined the relationship between the use of inside sales roles...Read more
Introduction to Sales Operations
24 May 2025
Sales operations is an emerging corporate function that guides and supports the sales force, for the purpose of maximizing sales productivity. This overview identifies the contributions and role of sales operations departments — how they work and what they do, and their impact on corporate sales force effectiveness. Sales operations...Read more
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