Search

Webcast

Research Update: Management’s Sales Coaching Impact

23 May 2014

Our most comprehensive sales coaching research to-date, this study examines sales managers’ practices, priorities, challenges, and impact areas related to sales coaching. Specific focus include: Which sales coaching objectives represent the most important management priorities? Where are managers focusing coaching efforts? Where and how is sales coaching most impactful? What...Read more

Blog Post

Your Crummy Sales Reports Are Costing You a Bundle

14 May 2014

Sales management considers performance reporting essential, and sales managers are often the loudest constituents served by sales operations departments. But our recent research suggests that salespeople, not their managers, may be a more important “customer” for performance reporting. Our study’s 85 participating business-to-business firms rated the amount of time their...Read more

Webcast

Mastering Sales Force Change

5 May 2014

Implementing sales organization change is notoriously difficult. Yet sales organizations are frequently faced with circumstances that require large-scale change initiatives. How do successful firms drive change in the sales organization? This webcast reviews critical success factors associated with four common sales change initiatives: launching new offerings, entering new markets, changing...Read more

Webcast

Evaluating Territory and Quota Management Effectiveness

1 May 2014

Judging the effectiveness of territory and quota assignments is difficult. Firms, markets, and industries may each have unique challenges making quota setting and territory alignment problematic. However, there are characteristics common to highly effective territory and quota management efforts – characteristics critical to driving desired selling behavior and profitable...Read more

Blog Post

Who Will Help Me Bake This Quota? A sales crediting fable.

23 April 2014

Once upon a time there was a little red hen who lived in a big sales organization. She had three fluffy yellow chicks. One morning as they were busily scratching about the yard, looking for something to eat, the little red hen found a prospect. “Look!” she said. “See what...Read more

Webcast

Accelerating New Salesperson Productivity: Strategy and Best Practices

14 April 2014

Productivity lost as new-hire salespeople ramp up costs sales organizations dearly, and new-hire failures even more. Yet sales forces too often adopt a "sink or swim" approach to new salesperson success - accompanied by management's grudging acknowledgement that new salesperson turnover will be forever high. A better approach is...Read more

Blog Post

A Modest Proposal (with free T-shirt!)

13 April 2014

Last year TinderBox, Miller Heiman, and the Sales Management Association conducted research on sales proposal effectiveness. Drawing on input from 76 participating business-to-business sales organizations, findings show that proposal effectiveness correlates closely with sales growth, but that several facets of proposal management remain under-optimized. These include making proposal easier for...Read more

Webcast

Streamlining Sales Approval Processes

28 March 2014

What’s a sales force’s most expensive asset? Its sales managers’ time. Firms that waste it on low-value activities do so at the enormous cost of lost coaching opportunities and diminished influence on other business outcomes. The trouble is, it’s not always easy separating managers from administrative activities. One area...Read more

« Previous 1 2 … 133 134 135 136 137 … 185 186 Next »

Become a member

Underwriters Learn more