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Introduction to Sales Operations

21 September 2024

Sales operations is an emerging corporate function that guides and supports the sales force, for the purpose of maximizing sales productivity. This introductory course identifies the contributions and role of sales operations departments â€” how they work and what they do, and their impact on corporate sales force effectiveness. Sales...Read more

Coaching Salespeople

14 September 2024

Coaching salespeople is integral to the sales management role, but often misapplied by firms or undervalued by managers. This course provides context on why many organizations find sales coaching difficult, while detailing the necessary elements for managers and firms to deliver effective salesperson coaching. The course focuses on fundamentals essential...Read more

Webcast

Sales Compensation: How to Stay Out of Legal Hot Water

12 September 2024

Sales compensation is a lightning rod for legal risk — something many firms overlook, finding out only too late how costly sales comp disputes can be. In this webcast we consider what steps management can take to safeguard the firm from legal hot water when developing sales compensation programs. We’ve invited...Read more

Sales Process and Pipeline Management

9 September 2024

Formalized sales processes and opportunity pipelines give managers valuable operating frameworks, but their impact in most firms falls far short of expectation. In this Sales Management Association course, presenters Jason Jordan and Bob Kelly examine why typical approaches to sales process and pipeline management often fail. Drawing on more than...Read more

Introduction to Sales Management

7 September 2024

This course provides an overview of the sales manager’s role, responsibilities, and business impact. It details sales management’s operating environment, and highlights the competencies required for high performing managers. The module includes a self assessment survey useful for prioritizing learners’ development priorities, and offers a general overview of additional topics...Read more

Webcast

Introduction to Sales Operations

17 September 2024

Sales operations is an emerging corporate function that guides and supports the sales force, for the purpose of maximizing sales productivity. Many firms have deployed some form of this idea, sometimes using alternative names, among them “sales effectiveness,” “commercial excellence,” “revenue operations” (or “revops”), and “sales enablement.” This overview course...Read more

Webcast

Introduction to Sales Management

6 September 2024

Join a live cohort of SMA members enrolled in our Certified Sales Manager Professional program for Introduction to Sales Management. We'll offer enrollment in an instructor-led cohort approximately once per quarter. Learners may also opt to take the course asynchronously beginning in September 2024. Course Format The live, web-based class...Read more

Webcast

Research Update: Quantifying CRM’s Value

16 October 2024

CRM applications are an anchoring technology investment for the sales organization, and a platform that affects the daily work of most salespeople. This research examines the specific functional attributes of CRM that offer value to salespeople and managers. It quantifies adoption, value delivery, and ROI associated with firms’ CRM investments,...Read more

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