Resources

We all recognize that sales managers play a key role in the sales force. Great managers elevate the performance of their entire team, and everybody knows it. Sellers want to work for them, other managers envy them, and senior executives want more of them. But what about poor-performing sales managers?...Read more

Sales compensation dwarfs other sales-related expenses, and commands plenty of the sales organization's energy and attention. Firms' ability to design, adapt, administer, and communicate their sales compensation plans is therefore a significant management concern. This webcast presented initial findings from recently-concluded Sales Management Association research on Managing Sales Compensation. The...Read more

High-performing sales leaders know that the buyers now drive the sales process, and sales teams trained to navigate the buyer journey can close more deals and build stronger relationships. During this live webcast, Octiv chief marketing officer Brad Gillespie and GameTime VP of Marketing & Product Development, Fred Wiechmann, discussed...Read more

Will and skill: two ingredients essential for a successful salesperson. Innovations over the past decade help managers drive and measure will, but fewer tools offer insight into skill. Often sales candidate selection is left to inexperienced field sales managers poorly-equipped to assess talent or hire effectively. In this webcast, we...Read more

High-growth technology firms are abuzz with sales development? ? a specialized sales role focused in prospecting. Sales development reps (SDRs) concentrate on lead development, outbound prospecting, and moving prospects through the earlier stages of the sales funnel, before handing them off to others in the sales force. SDRs are widely...Read more

Sales forces spend countless hours installing new sales processes and training salespeople to execute them. But despite these investments, most fail to reach adoption levels sufficient to make the new sales methodology stick. The reality is that successful sales transformation requires both short-term and long-term steps that engage and align...Read more

Sales organizations with predictable, profitable revenue growth are defined by consistency in process, messaging, and execution. This webcast focused on how high performing firms establish consistent practices in these three areas. Using case study examples and best practice management approaches, presenters detailed how to develop effective sales messages, link them...Read more

When it comes to sales compensation, managers realize two things early on. The first thing is that paying salespeople accurately, and on time, is vitally important. The second, realized not long after the first, is that they're going to need to change their sales compensation programs sooner or later. And...Read more