You searched for - Page 40 of 152 - Sales Management Association

Conference

Sales Preformance Management Software: Where Are Sales Organizations Seeing Value?

25 March 2021

Drawing from the Sales Management Association’s ongoing practitioner research on SPM and ICM (Incentive Compensation Management) vendors, this session offers a comprehensive look at their offerings, capabilities, and effectiveness. Key vendors are profiled and rated using survey data gleaned from member users. Participants who use SPM or ICM software today...Read more

Conference Archives

Transforming Sales Planning to Match the Speed of Change

25 March 2021

Few functions within the firm have undergone as much change as the sales organization. Operating in change-intensive environments even before COVID-19, sales forces have had to react to heightened uncertainty in demand, product supply, and customer access since the pandemic's onset. In trying to adapt, many have been hobbled by...Read more

Conference Archives

Uncharted Territories: Deployment Strategies for Sales Forces in Transition

25 March 2021

For most firms, adapting to the COVID-19 crisis involved a radical redeployment of salespeople from predominantly outside selling roles to virtual selling roles. Accompanying these changes were shifts in selling strategy, capacity, targeting, and effectiveness. Few pre-pandemic response curves or return-on-activity models remain accurate now. Looking ahead, management must anticipate...Read more

Conference Archives

Managing Salespeople in a World That Never Stops Changing

25 March 2021

Current market conditions are fraught with change, that’s a given. But the conventional wisdom about that change is often misleading and not supported by empirical data. Managers must separate fact from hype to avoid making decisions based on faulty assumptions, or risk falling behind those with a keener grasp of...Read more

Conference Archives

Using Performance Measures: Research Based Practices for Sales Organizations

25 March 2021

Sales organizations use a variety of performance measures to measure, reward, manage, and evaluate salespeople. These include financial outcome-oriented measures like revenue attainment, activity measures such as the number of sales calls made, pipeline or process-related measures, and customer-focused measures such as customer satisfaction, adoption, or renewal. Our recent research...Read more

Conference Archives

Developing an Agile Sales Force

25 March 2021

In order to scale, sales forces must adopt a consistent, repeatable sales processes. But in doing so sales leaders often overemphasize a single methodology, stifling adaptability in order to minimize variation. This hobbles the sales organization’s ability to adapt when buyers, markets, or selling environments change. Sales organizations must instead...Read more

Conference Archives

Managing Risk: What Sales Leaders Should Know

25 March 2021

The COVID-19 crisis demand from sales organizations new forms of leadership, and new ways of adapting sales forces in response to the pandemic. Now comes new uncertainty in preparing for post-COVID recovery. In uncertain environments, as many sales organizations have learned, success isn’t defined by how accurately we predict the...Read more

Jedox

25 March 2021

« Previous 1 2 … 38 39 40 41 42 … 195 196 Next »

Sales Preformance Management Software: Where Are Sales Organizations Seeing Value?

Transforming Sales Planning to Match the Speed of Change

Uncharted Territories: Deployment Strategies for Sales Forces in Transition

Managing Salespeople in a World That Never Stops Changing

Using Performance Measures: Research Based Practices for Sales Organizations

Developing an Agile Sales Force

Managing Risk: What Sales Leaders Should Know

Jedox

Become a member

Follow Us

Search

Become a member