Search

Search titles, key words and topics
Categories
Type

Certified Sales Operations Professional (CSOP)

28 July 2024

Sales Management Association’s Certified Sales Operations Professional (CSOP). Stand out from the crowd with Sales Management Association’s Certified Sales Operations Professional (CSOP) designation. Backed by Sales Management Association — an authority on sound management practice and sales force effectiveness, the CSOP certification combines on demand learning, instructor-led workshops and coursework,...Read more
Research

Clarifying Sales Learning and Development Investments

25 June 2024

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
Webcast

Solving the Three Most Common Challenges to Designing Effective Sales Territories Full members only

29 May 2024

Register to read full article
Recent Sales Management Association research identifies three markers of effectiveness in sales territory design in business-to-business sales organizations. These are securing accurate data inputs, leveraging the right technology, and redesigning territories with appropriate frequency. Most firms (58%) do not consider their territory design efforts effective, and the majority of these...Read more
Webcast

Cold Outreach is Dead. Long Live Cold Outreach.

15 October 2024

Cold outreach – the sales force’s efforts to attract new prospects through proactive calling and messaging – has never been easy, but a growing number of pundits now say cold outreach is dead. They are quick to point out that email platforms, including Google and Microsoft, are implementing more stringent...Read more
Webcast

Research First Look: Corporate Best Practices in Sales Performance Management Full members only

15 May 2024

Register to read full article
This webcast provides a first look at recently concluded research on corporate practices in sales performance management. It examines 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...Read more

Become a member

Become a member
Underwriters Learn more
eSpatial
Conquer.io
AXIOM Sales Kinetics
Blue Horizons Group
Xactly