Sales Management Matters

Joe Galvin is Miller Heiman’s new Chief Research Officer and EVP. Joe brings to Miller-Heiman a significant following in the sales operations community. Attendees of last year’s Sales Productivity and Performance Management Conference will remember Joe – he moderated several panels and delivered a well-received workshop himself. We’re looking forward...Read more

Take a moment to answer this question: How healthy is your sales pipeline at this very moment What was the first idea that popped into your head? That’s right… The size of your pipeline. And your next step was probably to compare it to your overall quota. Three times quota?...Read more

Salesperson/manager ride-alongs are common practice; we’d guess almost everyone reading this has participated in one, either from the driver’s seat, or as a shotgun-riding manager. We wondered: how do sales organizations get the most out of these interactions? We asked Catalytic Advisors’ Everett Hill to present a webcast on this...Read more

We've published a new Research Brief from the smart folks at Sales Economics in the Sales Management Association's Resource Library. The paper poses the question, "Why do companies invest more in engineering how they buy stuff (i.e. their supply chains) than in engineering how they sell stuff?" The article then...Read more

Ever tried to benchmark your sales organization’s performance? It’s not an easy or inexpensive proposition. Finding objective, credible data has usually meant commissioning research, or settling for an apples-to-oranges affair with poorly-matched data. Now Sales Management Association underwriter The TAS Group aims to change that with its new “Dealmaker Index,”...Read more

I recently had occasion to pick up an old copy of Spin Selling, still one of my favorites – which I’d recommend to Sales Management and Sales reps alike. Something caught my attention that I didn’t see the first time around — fast sales cycles are not always the goal....Read more

As we meet with potential clients to discuss their businesses, we frequently hear one or another variation of the following lament: "we've signed up a bunch of channel partners but they haven't sold a damn thing!" Unfortunately, this "sign them up and they will sell" mindset is the channel sales...Read more

A recent conversation with a COO got us thinking. After meeting with a top CRM vendor our client said: “Did you hear the number of times and ways they referenced sales transformation? Since when did segmenting the business, re-designing the sales process, and enabling it with better tools become a...Read more