Sales activity metrics form the basis of a scientific approach to sales productivity, but in making decisions, most sales organizations substitute gut feel or unchallenged assumptions for data. In this webcast, we consider actionable approaches for improving management insights into sales activity, and describe practical approaches for modeling workload and...Read more
Business Development Representative Certifications
28 July 2024
Sales Management Association’s Professional Certification for Business Development Representatives Sales Management Association certifies selling skills for entry-level and early career sales professionals focused in outbound digital selling. Our certifications recognize sellers demonstrating high skills levels in finding and developing prospects, prioritizing selling activity to maximize results, and managing full-cycle sales...Read more
Certified Sales Management Professional (CSMP)
28 July 2024
Sales Management Association’s Certified Sales Management Professional (CSMP). Stand out from the crowd with Sales Management Association’s Certified Sales Management Professional (CSMP) designation. Backed by Sales Management Association — an authority on sound management practice and sales force effectiveness, the CSMP certification combines on demand learning, instructor-led workshops and coursework,...Read more
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
Webcast
Improving Forecast Accuracy: What’s Working in B2B? 
17 July 2024
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Sales forecast accuracy is difficult for most sales forces. Those in business-to-business environments often rely on incomplete or error-prone inputs from a range of sources. This helps explain why B2B sales organizations routinely cite forecast accuracy as their most vexing challenge. In this webcast we examine the drivers of b2b...Read more
Webcast
Reassessing the Sales Tech Stack in the Age of AI
18 June 2024
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Sales related apps are growing so quickly they’ve rendered unreadable those “technology landscape” charts, which are too clotted with logos now to make sense of. In many firms, these apps have scaled the walls like an invasive species, overrunning the sales tech landscape’s recognizable landmarks. Most of these new apps...Read more
Webcast
Solving the Three Most Common Challenges to Designing Effective Sales Territories
29 May 2024
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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
Research First Look: Corporate Best Practices in Sales Performance Management
15 May 2024
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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
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