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Professional Services and Sales Force Advisory

2 December 2024

The Sales Management Association’s advisory services leverage best practice operating benchmarks in sales force effectiveness, collected from thousands of business-to-business sales organizations, and assembled over 15 years of research. We help our member firms assess sales force effectiveness, compare GTM models and sales organization practices with industry norms, quantify performance...Read more

Webcast

Cold Outreach is Dead. Long Live Cold Outreach.

15 October 2024

Cold outreach – the sales force’s efforts to attract new prospects through proactive calling and messaging – has never been easy, but a growing number of pundits now say cold outreach is dead. They are quick to point out that email platforms, including Google and Microsoft, are implementing more stringent...Read more

Webcast

Optimizing Sales Technology Investments

9 October 2024

Technology in sales organizations is developing rapidly, generating plenty of shuffling in sales tech stacks. As firms adopt new tools, many are reevaluating long-standing investments, and reexamining the objectives and success criteria associated with sales tech. This session examines a range of approaches firms use to evaluate the effectiveness and...Read more

Managing Sales Compensation

21 September 2024

Sales compensation is often a business-to-business firms’ single largest marketing investment. Yet most sales compensation programs are not considered effective, according to our benchmarking research. in this comprehensive course, we offer insights, expert commentary, and research-based best practice guidance on multiple aspects of running an effective sales compensation program. Topics...Read more

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

Webcast

Sales Compensation: How to Stay Out of Legal Hot Water

12 September 2024

Sales compensation is a lightning rod for legal risk — something many firms overlook, finding out only too late how costly sales comp disputes can be. In this webcast we consider what steps management can take to safeguard the firm from legal hot water when developing sales compensation programs. We’ve invited...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

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