Resources

How does your incentive compensation management program compare to those of other firms? Using data gathered from their 2012 Sales Performance and Technology Survey (administered for the first time this year in conjunction with WorldatWork), OpenSymmetry details what sets the best sales compensation programs apart from those of others. By...Read more

The volume, variety, and velocity of sales and marketing data that executives sift through on a daily basis is overwhelming. Pipeline. Deal Size. Win rates. Lead conversion. Social media sentiment. The data points available for consumption are endless.   Join Domo Senior Director of Enterprise Solutions Chris Wintermeyer and Tom Knight, Founder...Read more

Social selling sounds great, but will it drive more revenue? This is one of the most common questions from today’s sales leaders who refuse to buy into investing in social media for their sales teams unless they KNOW that there is tangible ROI. In this Sales Management Association webcast, InsideView's social selling...Read more

Sales transformation is not about tweaking your sales comp plans or having a one-day offsite workshop to review your sales objectives. If transformation were that simple, wouldn’t all under-performing sales organizations be transformed by now? Wouldn’t every sales team exceed its targets, year after year? This Sales Management Association webcast...Read more

Sales managers have an outsized impact on business performance, but garner only a fraction of corporate learning and development efforts. Many company training programs for sales managers simply are not targeted to the sales management job. Instead, they provide generic management training not specific enough to sales team leadership’s unique...Read more

SMA's 2012 Sales Force Productivity Conference is this week! Attendees, click below to build your agenda, sign up for Speed Networking, or download our mobile conference application. 

Greg W. Marshall, William C. Moncrief, John M. Rudd, and Nick Lee   Republished from The Journal of Personal Selling and Sales Management   Over the years several articles have tracked the impact of technology on various aspects of the sales domain. However, the advent of social media and technologies...Read more