Blog Post
Later this winter I’ll present with several leading marketing academics on the topic “Personal Selling and Sales Management in Emerging Markets: A Research Agenda†at the 2014 American Marketing Association’s Winter Marketing Educators’ Conference. I’m looking for perspective on which aspects of this issue might be most important to the...Read more
CRM and other automation systems have contributed to many sales organizations’ success, yet there is untapped potential in the data they contain. With innovative business analytics and mobile tools, companies can use data to expose sales trends, answer crucial client questions, and allow real-time mobile sales and marketing. Whether at...Read more
Webcast
Mobile Sales Enablement: Intelligence, Policies and Tools For an Agile Sales Force 
4 December 2013
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Mobile technology can drive revenue growth, productivity and effectiveness in the sales organization. This webinar examines best practices in mobile sales enablement and management frameworks for aligning mobility investment for maximum ROI. Topics include gaining mobile salesperson acceptance through technology tools and defining success measures for the organization and sales...Read more
Webcast
Research Update: Sales Pipeline Management Practices
27 November 2013
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Sales organizations often track prospective sales opportunities using “sales pipeline” or “sales funnel” reporting tools. These usually show pending sales opportunities or prospective customers, in the context of a sequential sales process. Yet practices vary significantly among firms that utilize these tools. In this Sales Management Association webcast, we review...Read more
Webcast
Winning the Business Case for Sales Performance Management (SPM)
22 November 2013
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Your organization needs a solution to manage sales performance, but in a world of decreasing budgets, how do you get the buy-in you need to make your dream a reality? Learn how to win the business case and secure funding for a Sales Performance Management (SPM) solution. Learn how you...Read more
Webcast
Assessing Sales Talent for Front-Line and Management Roles
21 November 2013
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Drawing upon their recent best practice research on first-line sales manager staffing practices, Aon Hewitt’s Steve Grossman and Miriam Nelson offer insight into the sales manager’s essential contribution to sales organization performance. Topics include benchmarks for FLSM investment, recruitment and selection practices, job focus and role clarity, and correlating FLSM...Read more
The sales force plays a critical role during the implementation stage of a new product launch. If they don't buy in, the product fails. In fact 65% of new product launches fail at a cost of billions of dollars. How can you effectively communicate new products to the sales force...Read more
Webcast
How To Coach, Motivate, and Incent To Exceed Sales Quotas in 2014
8 November 2013
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Sales leadership’s planning and development efforts in the last quarter of the year will have a profound effect on next year’s performance. What considerations are essential for sales leaders planning for 2014? In this webcast we’ll review best practices for assessing current performance, leveraging supporting data, developing course corrections, and...Read more
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