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Webcast

Addressing Challenges in Salesperson Activity Tracking

3 November 2022

Most managers would say they have a general grasp on what their salespeople do, but how much do they really know? Our research shows that most firms have little data on the sales force's day-to-day activities. This is remarkable, given that the sum total of these activities represents the firm’s...Read more

Research

Managing Salesperson Activity

28 September 2022

Management often has an incomplete understanding of salesperson activity, including the quantity and quality of sellers’ interactions with customers and prospects. Many tools attempt to address this gap in management insight: CRM, opportunity pipeline tracking, call recording, and AI based conversational analysis, among many others. This research investigates how firms...Read more

Full Research Report

Managing Salesperson Activity

28 September 2022

Webcast

Building a Winning Performance Culture

21 September 2022

Enlightened leaders know that culture can attract, enable, and drive high performers. In sales organizations, aligning culture and accountability is a challenge, especially given today’s environment. In this webcast we explore aspects of performance-based sales cultures – their characteristics, their impact on productivity and salesperson engagement, and the managerial actions...Read more

Webcast

Annual Sales Kickoff Meetings: Your Early Preparation Checklist

20 September 2022

Annual sales kickoff meetings can be hugely effective in preparing the sales team and setting the tone for the year ahead. The best kickoff meetings are planned well in advance, and this webcast offers attendees an early preparation checklist to make the most of next year’s kickoff meeting.

Job Descriptions Library

19 September 2022

The Sales Management Association’s job descriptions library provides platform job profile information for commonly used sales force roles. Members may find this library useful as a starting point when customizing their own sales organization’s job descriptions. Job descriptions may be used by current members at the corporate and individual level....Read more

Sales Response Curves

12 September 2022

Sales response analysis is used to model the impact of sales effort on sales outcomes. Response analysis can be illustrated graphically using a curve (and the terms response analysis and response curves are often used interchangeably). This module presents the purpose of response curves, how to prepare and interpret them,...Read more

Webcast

Territory Changes – How and When You Should Split, Add, or Adjust Sales Territories

8 September 2022

Firms often add salespeople, and in doing so split or reassign sales territories. This is potentially warranted anytime customer and market demands outgrow a firm's current coverage scheme. But splitting territories is fraught with peril and many sales organizations do it hastily, creating earnings imbalances, misaligned opportunity that diminishes overall...Read more

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Addressing Challenges in Salesperson Activity Tracking

Managing Salesperson Activity

Managing Salesperson Activity

Building a Winning Performance Culture

Annual Sales Kickoff Meetings: Your Early Preparation Checklist

Job Descriptions Library

Sales Response Curves

Territory Changes – How and When You Should Split, Add, or Adjust Sales Territories

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