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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

Full Research Report

Corporate Best Practices in Sales Performance Management

9 August 2024

This research identifies corporate practices in sales performance management. It considers 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 research identifies prevailing approaches and best practices in...Read more

Research

Corporate Best Practices in Sales Performance Management

9 August 2024

Webcast

Deep Dive on Sales Force Activity Metrics

31 July 2024

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