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Competency Model Development Tool for Sales Organizations

22 November 2018

The Sales Management Association’s Sales and Sales Management Competency Dictionary is designed as a resource for firms developing competency models for their sales organizations. It draws upon commonly used competency descriptions used by sales organizations in defining the knowledge, skills, abilities, and behaviors associated with high-performing salespeople, sales managers, and...Read more

Webcast

Quantifying the Business Impact of Sales Onboarding

14 November 2018

Recent Sales Management Association research identifies best practices in salesperson onboarding, and quantifies the economic impact when firms effectively onboard new salespeople. Join Bob Kelly, Chairman of the SMA, who hosts a panel of thought leaders and practitioners to discuss the business case for onboarding investment. Bob and the panel...Read more

Blog Post

Sales Coaching: Your Greatest Lever on Quota

13 November 2018

This post is part one of a three-part series. Recent research by Vantage Point and the Sales Management Association indicates that sales coaching is perceived by sales leaders to be the most important competency for sales manager training. And we agree! We believe strongly enough in this notion that we...Read more

Webcast

Enabling Salespeople for the Future by Refocusing Training Investments

13 November 2018

Changes in buyer dynamics and market conditions have put increasing pressure on organizations to adapt and modernize their sales training programs. But what are L&D and enablement teams to do when the pace of product innovation, competitive threats, and new go-to-market strategies now require new readiness programs? Join Steven Wright,...Read more