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1 September 2017
Webcast
Research Update: Sales Manager Training Tactics 
1 September 2017
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As a follow-on study to last year’s research on sales manager training, this first look research review webcast takes a more detailed look at the specific topic, tactics, and priorities given to sales management training initiatives. It benchmarks firms’ investments in manager training, as well as specific approaches used...Read more
Writers’ Guidelines
28 August 2017
Sales Management Matters is an online publication of The Sales Management Association, distributed in electronic form at www.salesmanagement.org/blog or www.salesmanagementmatters.com. Sales Management Matters publishes articles of interest to practicing professionals in the field of sales management and sales force effectiveness. Sales Management Matters treats a wide range of topics relevant...Read more
Last year Symantec acquired Blue Coat, defining its position as an innovative cybersecurity leader. At the time, Blue Coat was scaling rapidly with revenue exceeding $750 million. Chris Fulmer was a part of BlueCoat's sales enablement team as it scaled and is now Director of Sales Enablement for Symantec. In...Read more
Verify your email
12 August 2017
Thank you for joining! Your new membership is now active. To begin accessing your membership please activate your profile by clicking the activation link that has been sent to your email. If you do not receive this message, please check your spam folder, and contact us if you need us...Read more
Active
12 August 2017
Webcast
Research Update: Measuring Sales Force Activity
10 August 2017
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Salesperson activity is an important indicator of organizational productivity and effectiveness, but presents significant data collection challenges. Join us during this first look webinar as we investigate how sales organizations account for salesperson activity, and the nature of the insights they gain through such efforts. Topics addressed include the nature...Read more
Research Brief
Research Brief: Sales Performance Management Priorities
8 August 2017
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This research examines sales organizations' sales performance management (SPM) practices. SPM, as popularized by sales technology solution providers, has come to refer to a portfolio of planning and resource allocation activities. These are sales budgeting, performance forecasting, territory design, salesperson deployment, quota allocation, and incentive compensation management. Our study identifies...Read more
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