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Competing on Sales Talent

20 April 2022

Sales organizations in many sectors are suddenly finding salesperson hiring and retention more difficult. This seems to be due in part to one of the pandemic’s enduring impacts: redrawn expectations of employers from many workers. These changing expectations are amplified by the workforce’s younger-skewing demographics, and its shrinking supply. In...Read more

Blog Post

Speakers announced for 2022 Sales Force Productivity Conference

20 April 2022

The Sales Management Association has announced several sessions and speakers for the upcoming Sales Force Productivity Conference, hosted by the University of Houston’s Bauer College of Business, June 7-8, 2022. Among the lineup of notable speakers are Bauer academics Michael Ahearne, Johannes Habel, and Michael Webb; Factor 8 founder and...Read more

Workshop: Implementing a Competitive Fitness Model for Sales Coaching Effectiveness

18 April 2022

Would you hire an athletic coach who planned to interact with players only during games? Probably not, since you’d expect an effective coach to guide players in practice, conditioning, strategy, and other activities that prepare athletes to perform at a high level. Yet many sales organizations — whose members also...Read more

Coke Commons

15 April 2022

Delta Classroom GBS 208

15 April 2022

Theater

15 April 2022

Webcast

Sales Management in a Changing Labor Market: New Rules, New Tools

12 April 2022

All of a sudden, it seems, sales leaders face a much different pool of available sales talent than the one they're used to. Salesperson turnover is high, candidates are scarce, recruiting is slow. Multiple factors are contributing to this: the much ballyhooed "Great Resignation," a tightening labor supply, demographic shifts...Read more