With the recent quarter close, sales leaders are preparing reports on last quarter's wins, forecasting next quarter's outcomes, and identifying gaps to solve for this quarter. This webcast addresses common forecasting challenges, focusing on how leaders can fine tune forecasting strategy, and better align metrics and selling activities to improve...Read more
Webcast
Sales Forecasting: Ten Practical Ideas for Improving Usefulness and Accuracy 
21 July 2015
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Sales forecasting yields insufficient insight to many sales leaders, yet few firms know where to start in building better forecasting practices. In this Sales Management Association web panel, three experts present a series of practical ideas for improving forecast accuracy and enhancing the insights it offers sales leadership.
Research
Research Brief: Benchmarking Sales Manager Activity
16 July 2015
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Sales managers have an outsized-impact on sales force productivity. That impact is shaped by decisions sales managers make in allocating their time. We wondered, are organizations optimizing sales management’s time allocation decisions? The Sales Management Association undertook a research effort to answer that question in our recently-concluded sales manager activity...Read more
Blog Post
Top-performing sales professionals understand that securing a sale isn’t the end goal. These professionals have a longer view of the customer experience and know that a sale is but a step in a much longer journey. For newer sales reps, or those in high-churn industries, it is easy to think...Read more
Research
Research Brief: Measuring Sales Manager Performance
8 July 2015
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Sales managers crucially influence overall sales force performance. How do firms ensure managers are measured on the most impactful metrics? Results from our recent survey explores how firms define and measure the effectiveness of their first-line sales managers (FLSMs). Specifically, we examine: What tools and processes are used to define,...Read more
Webcast
Research Update: Benchmarking Sales Manager Activity
7 July 2015
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Sales managers have an outsized-impact on sales force productivity. That impact is shaped by decisions sales managers make in allocating their time. We wondered, Are organizations optimizing sales management’s time allocation decisions? The Sales Management Association undertook a research effort to answer that question in our recently-concluded sales manager activity...Read more
Webcast
Talent Analytics: The Sales Leader’s New Competitive Edge
26 June 2015
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Sales leaders are confronted by a continuing challenge -- low sales productivity. Too few reps are making quota (down from 63% to 58.2% according to CSO Insights) and it takes too long for new reps to become a productive member of the team (69% of reps take 7+ months to...Read more
Webcast
Reuniting Sales and Finance: The Real Power Couple
25 June 2015
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Enterprise Performance Management was supposed to be for the Enterprise. What happened? Finance people are on a constantly moving hamster wheel of planning, closing, reporting, and analyzing data to ensure profitability and revenue goals are met. As soon as the month/quarter/year ends, the cycle starts once again. Although we've improved...Read more
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