Resources

Sales managers have an outsized-impact on sales force productivity. That impact is shaped by decisions sales managers make in allocating their time. We wondered, are organizations optimizing sales management’s time allocation decisions?  The Sales Management Association undertook a research effort to answer that question in our recently-concluded sales manager activity...Read more

Sales managers crucially influence overall sales force performance. How do firms ensure managers are measured on the most impactful metrics? Results from our recent survey explores how firms define and measure the effectiveness of their first-line sales managers (FLSMs). Specifically, we examine: What tools and processes are used to define,...Read more

Sales managers have an outsized-impact on sales force productivity. That impact is shaped by decisions sales managers make in allocating their time. We wondered, Are organizations optimizing sales management’s time allocation decisions? The Sales Management Association undertook a research effort to answer that question in our recently-concluded sales manager activity...Read more

Sales leaders are confronted by a continuing challenge -- low sales productivity.  Too few reps are making quota (down from 63% to 58.2% according to CSO Insights) and it takes too long for new reps to become a productive member of the team (69% of reps take 7+ months to...Read more

Enterprise Performance Management was supposed to be for the Enterprise. What happened? Finance people are on a constantly moving hamster wheel of planning, closing, reporting, and analyzing data to ensure profitability and revenue goals are met. As soon as the month/quarter/year ends, the cycle starts once again. Although we've improved...Read more

Change happens. And in today's business environment, it happens more quickly than ever. With the globe connected by technology, world economies feel interlocked, the lines often blurred into one continuous operational environment. For sales organizations, managing change can sap the time and resources of everyone from management to the field...Read more

As B2B buying cycles grow more complex, sales professionals must continually acquire and adopt new skills to compete and win. Yet too often, when evaluating their team's performance, sales managers focus exclusively on metrics such as quarterly bookings or quota achievement. Of course, these are important but they are also...Read more

The sales force remains one of the largest single-expense lines on a company’s balance sheet, and sales effectiveness leaders continually struggle with the concept of measuring investment versus return in increasing the effectiveness of the sales force.  This research attempts to quantify the success of sales force effectiveness (SFE) initiatives,...Read more