Registration, Coffee, Light Breakfast
19 September 2023
Registration desk opens at 8:15 a.m. Coffee and a light breakfast will be served.
Motivating a sales team is challenging in the best of times. During the last three years, however, leaders have had to do so even as they navigated global calamity and workforce changes. Sales reps have been on a similar odyssey, striving to hit goals while grappling with new priorities and...Read more
Webcast
Implementing Effective Sales Coaching Programs 
6 September 2023
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Our benchmarking survey of 205 firms* shows that coaching is considered sales management's single most impactful activity. Yet more than three-fourths (76%) of firms say they provide too little salesperson coaching, and less than half (46%) are effective with their sales coaching efforts. One in a series on sales coaching...Read more
Blue Horizons Group
16 August 2023
Our research shows that coaching is rarely emphasized in sales organizations, and most aren't very good at it. But it’s often considered important – by salespeople, organizations, and managers themselves – who overwhelmingly say coaching matters to the sales force’s success.* They're not wrong. Our research also shows that sales...Read more
Management Tool
The Sales Management Association has added new job descriptions to its sales force job descriptions library. Each job description includes detailed job responsibilities, accountabilities and performance measures,organizational alignment, and suggested qualifications. Our members find these job descriptions useful as a starting point when customizing their own sales organization's job descriptions....Read more
Sales forecasting routinely tops lists of our sales leadership's most troublesome challenges. In fact, our research shows that just 41% of firms consider their forecasting efforts effective. And forecasting consumes substantial amounts of sales organization time and attention, sapping productivity even while yielding sub par outcomes. This webinar addresses the...Read more
Sales organizations can sometimes undermine their greatest asset - the available time salespeople have to sell. Taken as a whole, this time should be considered the firm's "sales capacity." Unwittingly, many firms diminish sales capacity by loading salespeople with administrative activities, or by not differentiating high return selling activities from...Read more
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