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Sales operations is an emerging corporate function that guides and supports the sales force, for the purpose of maximizing sales productivity. Many firms have deployed some form of this idea, sometimes using alternative names, among them “sales effectiveness,” “commercial excellence,” “revenue operations” (or “revops”), and “sales enablement.” This overview course...Read more
Join a live cohort of SMA members enrolled in our Certified Sales Manager Professional program for Introduction to Sales Management. We'll offer enrollment in an instructor-led cohort approximately once per quarter. Learners may also opt to take the course asynchronously beginning in September 2024. Course Format The live, web-based class...Read more
Large firms typically have both a sales function, and a “sales force effectiveness” (SFE) function. With names like “sales operations,” “commercial effectiveness,” “revenue operations" (RevOps), or “sales excellence,” they provide direction and support to the sales organization, which remains focused on execution. Corporate SFE functions require an unusual combination of...Read more
Sales organizations face persistent pressure to adapt — to changing market conditions, shifting customer preferences, new competitive influences, and many other factors. Adapting often requires salespeople to develop new knowledge, capabilities and skills. This research examines the range of sales learning and development investments management makes in an effort to...Read more
CRM applications are an anchoring technology investment for the sales organization, and a platform that affects the daily work of most salespeople. This research examines the specific functional attributes of CRM that offer value to salespeople and managers. It quantifies adoption, value delivery, and ROI associated with firms’ CRM investments,...Read more
This research identifies corporate practices in sales performance management. It considers a set of core management practices important to guiding and supporting sales organization productivity, including resource and goal allocation, incentive design and management, performance reporting and analytics, and data management. The research identifies prevailing approaches and best practices in...Read more
This research identifies corporate practices in sales performance management. It considers a set of core management practices important to guiding and supporting sales organization productivity, including resource and goal allocation, incentive design and management, performance reporting and analytics, and data management. The research identifies prevailing approaches and best practices in...Read more
Sales activity metrics form the basis of a scientific approach to sales productivity, but in making decisions, most sales organizations substitute gut feel or unchallenged assumptions for data. In this webcast, we consider actionable approaches for improving management insights into sales activity, and describe practical approaches for modeling workload and...Read more

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