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Webcast

Research First Look – Optimizing Salesperson Assignments and Territory Design Full members only

20 February 2024

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This session offers a first look at Sales Management Association research on management practices related to territory design and optimization. Research findings identify how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research also quantifies management’s satisfaction with current approaches, emerging trends in territory planning, and best practice...Read more
Webcast

Sales Process and Pipeline Management Full members only

13 February 2024

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Formalized sales processes and opportunity pipelines give managers valuable operating frameworks, but their impact in most firms falls far short of expectation. In this webcast, presenters Jason Jordan and Bob Kelly examine why typical approaches to sales process and pipeline management often fail. Drawing on more than 10 years of...Read more

Sales Organization Design

18 January 2024

This course provides an overview of key concepts, principles, and practices related to designing effective sales organizations. The course has two modules: the first shows how sales jobs are organized, and the role of specialization in sales job design. The second module offers more detail on commonly used sales organization...Read more

Revenue Analytics in Retention, Growth, and Churn

14 December 2023

This course presents a framework for analyzing the sales organization’s growth capability, using insight into historical revenue retention and churn, and analysis of two different sources of growth – new customer acquisition, and customer expansion. These analytics – using a specific approach called “MAP” for Maintenance, Acquisition, and Penetration –...Read more

Salesperson Hiring and Selection

13 December 2023

This module is the first of four modules on recruiting, selecting, and hiring salespeople.It presents selection frameworks and hiring best practices for firms interested in improving their effectiveness in these areas. Learners who complete the first module are asked to indicate their interest in subsequent modules.   Free to enroll...Read more
Webcast

Course Correcting Sales Coaching Programs Full members only

12 December 2023

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Sales coaching programs may initially fail to deliver the results management expects. Most programs require careful assessment after implementation, and adjustments, both small and large, to begin generating significant impact. In this session, we review the most common course corrections used to help sales coaching programs get back on track....Read more

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