You searched for - Page 10 of 147 - Sales Management Association

Mark Rajewski

1 March 2024

Speaker Profile About Mark Rajewski Mark Rajewski is one of the builders and chief advocates of customer value creation in The Coca-Cola Company. In 2015, he was part of the small team who operationalized Coca-Cola’s value creation process, CBP or Collaborative Business Planning. CBP was born out The Company’s need...Read more

Webcast

Research First Look – Optimizing Salesperson Assignments and Territory Design

20 February 2024

This session offers a first look at Sales Management Association research on management practices related to territory design and optimization. Research findings identify how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research also quantifies management’s satisfaction with current approaches, emerging trends in territory planning, and best practice...Read more

Webcast

Sales Process and Pipeline Management

13 February 2024

Formalized sales processes and opportunity pipelines give managers valuable operating frameworks, but their impact in most firms falls far short of expectation. In this webcast, presenters Jason Jordan and Bob Kelly examine why typical approaches to sales process and pipeline management often fail. Drawing on more than 10 years of...Read more

Webcast

Maximizing Sales Coaching Program Effectiveness

25 January 2024

The capstone session in our multi-part session on sales coaching program effectiveness, this webcast addresses how sales coaching programs evolve from good to great, and how management can ensure the maximum impact on sales force productivity from their coaching investments. Topics covered include: Developing master coaching competence in the sales...Read more

Webcast

Retaining Top Sales Talent Without Increasing Pay

24 January 2024

Retaining top talent is suddenly a front burner priority for sales organizations. In many industries, the labor market balance-of-power has swung in favor of workers, and salespeople are more vulnerable (and receptive) to competitors' poaching efforts. At the same time, employers may be under mounting financial pressure, with limited ability...Read more

Sales Organization Design

18 January 2024

This course provides an overview of key concepts, principles, and practices related to designing effective sales organizations. The course has two modules: the first shows how sales jobs are organized, and the role of specialization in sales job design. The second module offers more detail on commonly used sales organization...Read more

Revenue Analytics in Retention, Growth, and Churn

14 December 2023

This course presents a framework for analyzing the sales organization’s growth capability, using insight into historical revenue retention and churn, and analysis of two different sources of growth – new customer acquisition, and customer expansion. These analytics – using a specific approach called “MAP” for Maintenance, Acquisition, and Penetration –...Read more

Salesperson Hiring and Selection

13 December 2023

This module is the first of four modules on recruiting, selecting, and hiring salespeople.It presents selection frameworks and hiring best practices for firms interested in improving their effectiveness in these areas. Learners who complete the first module are asked to indicate their interest in subsequent modules; these will be available...Read more