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Coaching Salespeople

14 September 2024

Coaching salespeople is integral to the sales management role, but often misapplied by firms or undervalued by managers. This course provides context on why many organizations find sales coaching difficult, while detailing the necessary elements for managers and firms to deliver effective salesperson coaching. The course focuses on fundamentals essential...Read more

Sales Process and Pipeline Management

9 September 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 Sales Management Association course, presenters Jason Jordan and Bob Kelly examine why typical approaches to sales process and pipeline management often fail. Drawing on more than...Read more

Introduction to Sales Management

7 September 2024

This course provides an overview of the sales manager’s role, responsibilities, and business impact. It details sales management’s operating environment, and highlights the competencies required for high performing managers. The module includes a self assessment survey useful for prioritizing learners’ development priorities, and offers a general overview of additional topics...Read more
Webcast

Introduction to Sales Operations

17 September 2024

Sales operations is an emerging corporate function that guides and supports the sales force, for the purpose of maximizing sales productivity. Many firms have deployed some form of this idea, sometimes using alternative names, among them “sales effectiveness,” “commercial excellence,” “revenue operations” (or “revops”), and “sales enablement.” This overview course...Read more
Webcast

Introduction to Sales Management

6 September 2024

Join a live cohort of SMA members enrolled in our Certified Sales Manager Professional program for Introduction to Sales Management. We'll offer enrollment in an instructor-led cohort approximately once per quarter. Learners may also opt to take the course asynchronously beginning in September 2024. Course Format The live, web-based class...Read more
Full Research Report

Corporate Best Practices in Sales Performance Management Full members only

9 August 2024

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This research identifies corporate practices in sales performance management. It considers a set of core management practices important to guiding and supporting sales organization productivity, including resource and goal allocation, incentive design and management, performance reporting and analytics, and data management. The research identifies prevailing approaches and best practices in...Read more
Research

Corporate Best Practices in Sales Performance Management Full members only

9 August 2024

Register to read full article
This research identifies corporate practices in sales performance management. It considers a set of core management practices important to guiding and supporting sales organization productivity, including resource and goal allocation, incentive design and management, performance reporting and analytics, and data management. The research identifies prevailing approaches and best practices in...Read more

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