Resources

You’ve held the kickoff, launched the programs, and trained the sales force. Now what? How will you make sure training has a sustained impact on sales organization performance in the New Year? In this Sales Management Association webcast, we’ll review specific practices that ensure training isn’t simply an event, but...Read more

What’s the difference between a sales organization well-equipped with the right information, and one inundated by data overload? In this Sales Management Association panel presentation we’ll review guiding principles for information strategy, knowledge management, sales enablement, and best practice sharing. Panelists: Lee Levitt, Sales Transformation Expert Scott Sands, National Practice...Read more

A sick compensation plan is often the harbinger of much bigger problems with sales organization effectiveness. Diagnose the the comp plan problem quickly enough, and you stand a chance of heading off disaster. Frequent Sales Management Association contributor Scott Sands details how effective diagnostics keep productive sales organizations clear of...Read more

Planning is a critical discipline for sales leadership, and fundamental to success at every level in the sales organization. Effective sales plans analyze past performance, reveal coherent strategy, clarify sales objectives, and detail actionable steps required to achieve goals. This suggested strategic sales plan format provides an outline of essential...Read more

Starting January 1, 2011, insurance carriers are required to meet medical loss ratio targets established by the Healthcare reform law. This impacts commission processes, transparency and current systems in place. In this Sales Management Association Online Experts Exchange panel discussion, we review three perspectives on how carriers and vendors are...Read more

How salespeople spend their time is the key determinant of sales force productivity. In this Sales Management Association Online Experts’ Exchange, our panel examines the “how, when, and why” of measuring sales force activity. Emphasis is given to specific activity measurement approaches, determining sales force capacity, and methods for balancing...Read more

Business-to-business sales has changed from being an isolated function with little cross-functional influence to becoming an integrated part of long-term customer management and from an operational practice to a strategically focused part of business strategy. This suggests a need to change the unit of analysis from the activities and attributes...Read more

Assigning territories are high-stakes decisions for sales organizations; firms who use an analytical approach to optimizing sales territory assignments stand to unlock a significant productivity gain. In this Sales Management Association Online Experts’ Exchange panel discussion, we review three perspectives on optimizing territory assignments, maximizing sales productivity, and administering territory...Read more