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Submissions

7 June 2018

Speaker and Content Submissions The Sales Management Association welcomes contributions from anyone. A commercial relationship with the association is not required to have content submission or speaking proposal considered. We accept contributions for any of the following: Sales Management Matters blog submissions. Sales Management Matters treats a wide range of...Read more

Blog Post

Cracking the Sales Management Code: Align Your Sales Force and Reach Your Goals

5 June 2018

Part Four of a Four Part Series This is the fourth and final installment in our series introducing research from our best-selling book Cracking the Sales Management Code. Previously we defined a framework for measuring and managing the sales force and revealed interconnections among the metrics identified. (See part 1,...Read more

Companion Exhibits

Companion Exhibits: Optimizing Sales Territory Design

4 June 2018

This research explores management practices related to territory design and optimization. It identifies how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research quantifies management’s satisfaction with current approaches, emerging trends in territory planning, and best practice approaches for optimizing salesperson assignments. This PowerPoint presentation includes all analyses,...Read more

Companion Exhibits

Companion Exhibits: Sales Coaching Practices

4 June 2018

This research explores coaching practices in sales organizations. It identifies how organizations define sales coaching, and what activities and outcomes they assign to coaching initiatives. The research quantifies the prevalence and frequency of coaching activities, and management views of coaching’s importance to sales organization success. Lastly, the research identifies key...Read more

Earn Associate Membership as a Research Participant

30 May 2018

As a thank you to research participants, we provide complimentary Associate membership. Associate membership offers access to the past six months’ resources on our site, free access to many of our growing list of management courses, discounted registration to in-person events, and a lower cost upgrade path to full membership...Read more

Blog Post

How to Prevent Burnout in Your Sales Team

29 May 2018

The high stakes environment of the sales industry is the reason a lot of people choose to pursue a career in sales. As any salesperson will tell you, there’s nothing quite like the buzz of successfully closing a sale. Working in sales can be a hugely fulfilling and rewarding career,...Read more

Webcast

Finding the Signal Through the Noise: Strategies to Optimize Pipelines and Improve Sales Forecast Accuracy

24 May 2018

Today, sales leaders are often asked to make strategic decisions with incomplete or less-than-accurate information. In this environment, the challenge is to figure out which data is useful for increasing sales, and which isn't. In this webinar, our panel of experts will discuss strategies to sift through the data--to find...Read more

Webcast

How to Get a Meeting with Anyone

23 May 2018

The hard part just got easy. Your sales team knows how to sell--that's their job, after all--but getting CEOs and other VIPs to schedule time with you is tricky enough to ground even the highest flying of your sales team. So what if that impossible-to-reach person wasn't so impossible to...Read more

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