Sales Management Matters

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

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

Part Three of a Four Part Series In previous installments from our book Cracking the Sales Management Code (see part 1 and part 2), we shared research findings that revealed three types of sales force metrics, Sales Activities, Sales Objectives, and Business Results. We also identified five discrete sales processes...Read more

Here at x.ai, we make an AI that automatically schedules meetings for you. As you can imagine, we’re popular with salespeople. However, sometimes the early adopters–the first to embrace a new sales technology–need a little help getting the rest of their team on board. Why? Human beings are creatures of...Read more

Part Two of a Four Part Series In this series of blogs, we introduce research findings from our best-selling book, Cracking the Sales Management Code. In the first blog, we revealed that there are three levels of sales force metrics, as judged by their ‘manageability’: Business Results like percent revenue...Read more

Coaching is the most important job a manager has, yet so many sales managers fail to properly execute coaching conversations. Why are so many sales managers lacking this critical skill? It is a common practice to promote sales professionals to the role of sales manager based on the individual’s success...Read more

Part One of a Four Part Series We’re delighted to write a four-part blog series to introduce the research findings from our best-selling book, Cracking the Sales Management Code. Ground-breaking research and insights from the book have transformed sales management thinking within global companies like GE, 3M, Tyco, and many...Read more

To be effective, sales organizations must be aligned with company strategy and market demands. Join Goizueta Business School’s Professor of Marketing Sandy Jap, and the Sales Management Association’s Chairman Bob Kelly for a special two-day Goizueta Business School workshop: Sales Leadership and Channel Management, 13-14 March. This workshop focuses on...Read more