Blog Post
A guest post by eSpatial‘s Heather McLean. How do you really know who your ‘best’ reps are? Every sales manager knows that they have a responsibility to keep an eye on the performances of their various sales reps. Your strong, experienced guidance is necessary to your (and their) efforts to...Read more
Webcast
How T-Mobile Improved Sales Proposals to Close More Deals 
21 April 2021
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A great proposal alone won’t guarantee success, but poor proposals can undo even the best solutions and salespeople. In this session, we review how T-Mobile assessed its sales proposal effectiveness, implemented improvements, and employed technology to enhance proposal speed, customer experience, and win rates.
Spectrum Technologies
9 April 2021
Conference Archives
2021 Sales Force Recovery Readiness Conference Online
26 March 2021
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Tracking sales territory changes are difficult in normal circumstances. Managing such changes may get much more difficult in the coming months, as sales organizations re-deploy field salespeople post quarantine. In this session, we consider a set of administrative best practices for sales organizations managing multiple territories, and how to anticipate...Read more
Conference
Sales Preformance Management Software: Where Are Sales Organizations Seeing Value?
Sales Preformance Management Software: Where Are Sales Organizations Seeing Value?
25 March 2021
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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
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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
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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
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