Sales Management Matters

There is a lot of talk in the sales world about winning the hearts and minds of salespeople? through training, but what does this really mean? How do sales managers win the hearts and minds of salespeople and what impact does it have on sales force performance? If we take...Read more

Sales forces effective in salesperson onboarding – getting new salespeople up-to-speed efficiently – enjoy surprising productivity advantages over their peers, our recently-concluded research shows. These firms have 10% greater sales growth rates, and 14% better sales and profit objective achievement. But onboarding isn’t easy – just 40% of firms with...Read more

On-Demand Sales Training vs. Live Sales Training It’s no secret that part of the value of live and in-person sales training is the opportunity to engage in discussion and practice the art of selling through real-life simulations and role play. And of course, in-person training provides sales trainers with the...Read more

The concept of sales as something that could be trained and improved upon began in the late 1800s when NCR opened the first sales training school after demonstrating their methods at a trade show. While many aspects of sales have changed in the last couple hundred years, a few things...Read more

Does sales manager training fail to deliver expected results at your organization? Perhaps change happens for a brief period of time, but before long, things go back to the way they were before the training. If this sounds like your organization, you are not alone. In fact, disappointing sales manager...Read more

As a sales manager, you are responsible for a lot of metrics—really important metrics, in fact, including revenue growth, customer retention, product mix, and dozens of other performance metrics. But these metrics are more than numbers to you and your sales force because they define your force’s performance. Whether you...Read more

Running a sales team takes a great amount of balance between process and technology, especially now that technology is such an integral part of a sales team's tool set. The catch is that less than a third of sales organizations have seen an adequate ROI from their investments in sales...Read more

Strong Sales Managers are important to the success of a selling organization. There are many tactics used to build and test the strength of Sales Managers within organizations. However, are there skills and competencies that can’t be taught or learned? According to our?Developing Sales Manager research initiative, there are 4...Read more