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Webcast

Territory Changes – How and When You Should Split, Add, or Adjust Sales Territories Full members only

8 September 2022

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Firms often add salespeople, and in doing so split or reassign sales territories. This is potentially warranted anytime customer and market demands outgrow a firm's current coverage scheme. But splitting territories is fraught with peril and many sales organizations do it hastily, creating earnings imbalances, misaligned opportunity that diminishes overall...Read more
Webcast

Building a Winning Performance Culture

1 September 2023

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
Webcast

Self Directed and Peer-Driven Salesperson Development

11 October 2022

The new generation of salespeople is tired of the old way of learning. Having grown up with web and on-demand content, they want learning to be digital, mobile, and at their fingertips when they need it. In response, leading sales organizations are dismantling the aging conventions that have defined sales...Read more
Research

Sales Recruiting Processes

28 July 2022

Sales Management Association supports academic research and encourages our audience to participate in surveys like this one, conducted by research academics or doctoral students. Please support this research on salesperson recruiting processes by participating in a brief (~five minutes) online survey. The survey and research are conducted by Louisiana Tech...Read more
Webcast

Sales Tech Spotlight: How Conversational Intelligence is Automating Sales Management Insight Full members only

14 July 2022

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Many firms use “conversational intelligence” to process mountains of recorded customer content. This AI-powered technology has advanced quickly over the past few years, though much of its value has been superficial, limited to flagging specific words or phrases. Newer advances in conversational intelligence are starting to yield richer insight streams,...Read more
Webcast

Route Optimization for Field Sales Teams Full members only

23 June 2022

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Many sales organizations give little thought to route optimization, leaving this level of planning to salespeople. But optimizing travel through route planning represents a sizable efficiency improvement opportunity. This is true not only for sales territories with consistent travel patterns, but also for those where last minute changes call for...Read more
Conference Archives

Using Sales Incentives for Growth Full members only

7 June 2022

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Sales incentives are an essential tool for shaping salesperson priorities and directing desired salesperson behavior, but incorrectly applied incentives can undermine firm strategy and work against the sales force’s long term success. Firms often realize this when using incentives to stimulate growth. In this session, professor Michael Ahearne offers research...Read more

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