Full Research Report
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 report summarizes findings findings...Read more
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
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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.
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
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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
Webcast
Sales Tech Spotlight: How Conversational Intelligence is Automating Sales Management Insight
14 July 2022
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Many firms use “conversational intelligence” to process mountains of recorded customer content. This AI-powered technology has advanced quickly over the past few years, though much of its value has been superficial, limited to flagging specific words or phrases. Newer advances in conversational intelligence are starting to yield richer insight streams,...Read more
Many sales organizations give little thought to route optimization, leaving this level of planning to salespeople. But optimizing travel through route planning represents a sizable efficiency improvement opportunity. This is true not only for sales territories with consistent travel patterns, but also for those where last minute changes call for...Read more
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