Resources

Do we have the right sales force size? That’s a question many CxOs ask this time of year at the approach of the budgeting and planning season. This Sales Management Association webcast provides useful frameworks for answering this perennial leadership question.  Led by Charlie Thompson, Principal at Axtria Inc., this...Read more

Documenting sales coaching conversations is key to the process of coaching salespeople. This simple form provides an efficient way for managers to document all the important aspects of one-on-one coaching discussions. Provided by AXIOM Sales Force Development, the form is explained as part of AXIOM's recent One-on-One Coaching Effectiveness webcast.

Developed by Florida State University's Sales Institute in partnership with The Sales Management Association and The TAS Group, this research investigates various sales coaching practices within organizations. The survey results summarized here reflect data from 75 respondent firms with 100 or more sales resources. Among the more compelling findings: sales...Read more

Many firms, including those in the medical device industry, are consolidating market share through mergers and acquisitions. These firms share the objective of finding operating synergy, but must address the challenge of coordinating sales initiatives over multiple, often disparate divisions. A key determinant of success is integrating an end-to-end Sales...Read more

One-on-one coaching provides sales management’s best opportunity to impact direct reports' selling effectiveness. In this webcast, AXIOM Sales Force Development's Bob Sanders reviews the fundamental aspects of one-on-one coaching effectiveness for sales managers. Special emphasis in this session is given to deal reviews during one-on-one coaching conversations. Topics include: Core...Read more

Sales payroll is the largest component of selling expense for most firms. Realizing return from sales headcount investments involves much more than simply hiring the best available talent and turning them loose. For large sales organizations, maximizing sales headcount ROI is a multi-faceted challenge that involves several layers of management...Read more

Compensation is an important tool for managing indirect sales channels. Incentive compensation management for channels has challenges distinct from those associated with direct sales forces. As a firm's channel strategy evolves, its channel compensation schemes must re-align with new priorities. In this Sales Management Association webcast, we examine key trends...Read more

Covering global accounts has unique challenges. Large sales organizations typically use separate sales forces for their largest, most valuable, and most strategic customers and prospects. Managing the strategic account sales force also brings a unique set of management challenges. In this webcast we will examine the role of sales management...Read more