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Webcast

No Process, No Sales Dynasty — Own Your Sales Process and System

19 February 2018

Whether business or sports, dynasties have clearly defined processes for key behaviors and systems to support execution. Selling is no different but many sales teams are torn between their desire for predictability and their inclination toward creativity. In this second session in a series on building a sales dynasty we...Read more

Webcast

Reconnecting Sales Forecasts with Reality

15 February 2018

Our research shows that sales managers consider forecasting important, and that it consumes lots of the sales force's time. But most managers consider forecasting efforts fraught with bias, and therefore unreliable; and not surprisingly, most are unsatisfied with forecasting accuracy. A dispassionate observer might reasonably ask: If forecasting is both...Read more

Blog Post

Improve Market Intelligence in Support of Sales Teams – Here’s How

6 February 2018

High quality market intelligence can significantly improve your sales team’s long-term effectiveness. But the process of gathering market intelligence is too often overlooked. This article provides a set of practical ideas for improving market intelligence, including sources of data you may not be aware of. We’ll cover: National Economic Analysis:...Read more

Post a Job

1 February 2018

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Jobs

1 February 2018

Welcome to the Sales Management Association Job Board Here you can find the best jobs in sales management, sales operations, and sales leadership.

Blog Post

The 4 Leadership Qualities of the Best Sales Coaches

30 January 2018

When it comes to sales, it’s all about the numbers, right? Quotas, pipelines, forecasts were laser focused on hitting those numbers. But is a number really enough to keep people in the game? Chester Elton and Adrian Gostick, authors of The Best Team Wins, recently analyzed the responses from more...Read more

Member directory

30 January 2018

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Webcast

Research First Look: Gauging Return on Sales Technology Investments

25 January 2018

Technology is a growing and increasingly strategic investment for sales forces. This research identifies how sales organizations prioritize technology’s potential benefits and quantify its return on investment (ROI). Various approaches for estimating ROI are examined, and various measures of technology impact are prioritized based on importance, accuracy, and prevalence of use. The research...Read more