Join us for our latest research insights on the path to profitable growth. Sales organizations allocate investments (resources, people, technology, collateral, tools) across a portfolio of growth opportunities. Driving growth from new customers is different than developing revenue from existing customers in terms of cadence, messaging, process, selling costs, marginal...Read more
Webcast
Research Update: Sales Performance Data’s Impact on Manager Decision Quality 
19 January 2016
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In this webcast, we provide a preliminary look at research findings, before we finalize results in a comprehensive report. Joining us will be Evan Randall, VP of Sales Operations at Tableau Software who will comment on research implications and participate in audience discussion. Research focus areas: Surveying current practices in...Read more
In this session we'll look at how you can use data from Salesforce.com, embedded right into Tableau, to empower your entire sales force with information that can help them be more productive. This session will cover: Use cases in marketing, sales, and customer support for embedding analytics in Salesforce. The...Read more
Research
Research Brief: Sales Performance Data’s Impact on Manager Decision Quality
29 December 2015
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Performance data are essential to managing sales organizations; without accurate data, management’s decision-making effectiveness is crippled. This research examines when, where, and how managers consume performance data, and quantifies performance information’s impact on management decision-making. The research also explores how sales organizations support management’s effective use of performance data. It...Read more
Webcast
Research Update: Content Investments and Sales Effectiveness
29 December 2015
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Join us for our latest research insights on content investments and sales effectiveness. Sales and marketing organizations make a wide range of investments in content, collateral, presentation aides, and other tools to support effective selling. This research provides a survey of these various investments, quantifies their effectiveness, and identifies management’s...Read more
Join us with a panel of experts as we explore 2016 sales predictions: what will happen, who will be affected, and why potential changes may be important.
Blog Post
The term “sales operations” describes a set of activities that support sales force efficiency and effectiveness. The Sales Management Association’s recently completed research into sales operations’ practices, challenges, priorities, and emerging trends reveals new insight into this emerging corporate function. This research found that sales operations departments are most...Read more
How happy are you with the accuracy of your company’s sales forecasts? If you are like most sales leaders, you may feel that there is a little room for improvement. Or, if we are being completely honest, maybe a lot of room for improvement. In a survey of 52 companies,...Read more
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