Enlightened leaders know that culture can attract, enable, and drive high performers. In sales organizations, aligning culture and accountability is a challenge, especially given today’s environment. In this webcast we explore aspects of performance-based sales cultures – their characteristics, their impact on productivity and salesperson engagement, and the managerial actions...Read more
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14 March 2023
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Webcast
Instructional Webcast: Leveraging Metrics in Salesperson Activity, Capacity, and Workload 
23 February 2023
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The latest in our instructional series on sales operations topics, this session focuses on strategies for measuring and managing sales force activity, capacity, and workload. It surveys the various ways managers gain insight into what salespeople do, and offers managerial decision frameworks that ensure salesperson effort is put to the...Read more
Salesperson Activity, Capacity, and Workload
7 December 2022
This course is available on 14 December 2023. Enrollment is now open. This module focuses on the sales organization’s single most valuable asset – its salespeople. The content in this module explores ways of understanding and measuring what salespeople do, and management’s role in putting that effort to the best...Read more
Sales Response Curves
7 December 2022
This course is available on 20 December 2023. Enrollment is now open. Sales response analysis is used to model the impact of sales effort on sales outcomes. Response analysis can be illustrated graphically using a curve (and the terms response analysis and response curves are often used interchangeably). This module...Read more
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22 November 2022
Webcast
Annual Sales Kickoff Meetings: Your Early Preparation Checklist
20 September 2022
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Annual sales kickoff meetings can be hugely effective in preparing the sales team and setting the tone for the year ahead. The best kickoff meetings are planned well in advance, and this webcast offers attendees an early preparation checklist to make the most of next year’s kickoff meeting.
Job Descriptions Library
19 September 2022
The Sales Management Association’s job descriptions library provides platform job profile information for commonly used sales force roles. Members may find this library useful as a starting point when customizing their own sales organization’s job descriptions. Job descriptions may be used by current members at the corporate and individual level....Read more
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