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Salesperson Assignments and Territory Design

9 December 2022

This module addresses how management assigns salesperson responsibilities in covering customers, prospects, and markets. This management discipline is often referred to as simply territory management, or territory optimization (even if salesperson assignments are not geographically dependent). We address territory management from the firm’s perspective, as a resource allocation problem involving...Read more

Sales Job Descriptions

9 December 2022

In this module, you’ll learn the purpose of sales job descriptions, and the benefits of using them. We’ll review best practices in job description development, and offer a recommended job description format. Lastly, we’ll show how job descriptions can be integrated into other important management processes within the sales organization....Read more

Potential Estimation in Business-to-Business Markets

8 December 2022

This module treats potential estimation in business-to-business selling environments. Estimating potential at the market, segment, territory, or customer level is critically important for sales organizations. By correctly sizing potential, sales forces are better able to deploy resources, set achievable goals, and measure performance. The module focuses on the aspects of...Read more

Salesperson Activity, Capacity, and Workload

8 December 2022

This module focuses on the sales organization’s single most valuable asset – its salespeople. The content in this module explores ways of understanding and measuring what salespeople do, and management’s role in putting that effort to the best possible purpose. The module covers definitions of sales activity, workload, and capacity;...Read more

Webcast

Sustaining Performance-Based Culture in the Sales Organization

2 December 2022

The well-known maxim, “Culture eats strategy for breakfast” is especially applicable to sales organizations. Sales forces with robust, performance-based cultures wield an advantage over peers based on their ability to attract, motivate, and retain the best sales talent. Just as strategy requires updating in response to changing circumstances, maintaining a...Read more

Webcast

Self Directed and Peer-Driven Salesperson Development

22 November 2022

The new generation of salespeople is tired of the old way of learning. Having grown up with web and on-demand content, they want learning to be digital, mobile, and at their fingertips when they need it. In response, leading sales organizations are dismantling the aging conventions that have defined sales...Read more

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

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