Blog Post
Today’s buyers have information readily available making them independent, informed, and demanding. They now look to salespeople as sources of insight, rather than information. Highspot’s director of marketing, Shawnna Sumaoang, provides a first look at what you will learn at our webcast 26 July, Winning Over the Modern Buyer. How...Read more
Companion Exhibits
Companion Exhibits: Sales Operations Competencies 
17 July 2018
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Sales Management Association's research on sales operations competencies focuses on skillsets and abilities important to sales operations, sales enablement, and other sales force effectiveness functions. It prioritizes competencies considered most critical by management, and suggests which competencies will be of growing future importance. Organizational staffing and recruitment practices are also...Read more
Sales Management Association’s research on sales operations competencies focuses on skillsets and abilities important to sales operations, sales enablement, and other sales force effectiveness functions. It prioritizes competencies considered most critical by management, and suggests which competencies will be of growing future importance. Organizational staffing and recruitment practices are also...Read more
The disparity between the amount of time the average sales manager will dedicate to preparing for a customer meeting and the effort spent preparing for candidate interviews is amazing. Let’s assume a big sale is worth $250,000 to your company, and that on average a sales rep at quota is...Read more
Companion Exhibits
Companion Exhibits: Salesperson Onboarding
16 July 2018
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Onboarding programs deliver learning and development resources to new salespeople in an effort to speed time-to-productivity. This study examines sales onboarding practices in business-to-business firms. Research focus areas include: Onboarding program best practices Emerging trends and metrics in onboarding approaches Onboarding program impact on time-to-productivity for new hires Effective approaches...Read more
Onboarding programs deliver learning and development resources to new salespeople in an effort to speed time-to-productivity. This study examines sales onboarding practices in business-to-business firms. Research focus areas include: Onboarding program best practices Emerging trends and metrics in onboarding approaches Onboarding program impact on time-to-productivity for new hires Effective approaches...Read more
Onboarding programs deliver learning and development resources to new salespeople in an effort to speed time-to-productivity. This study examines sales onboarding practices in business-to-business firms. Research focus areas include: Onboarding program best practices Emerging trends and metrics in onboarding approaches Onboarding program impact on time-to-productivity for new hires Effective approaches...Read more
About Us (Leadership)
11 July 2018
Our Leadership Robert J. Kelly Chairman, Sales Management Association Robert Kelly (Bob) founded the Sales Management Association in 2008, and leads the association’s research and content development efforts. Bob was previously vice president of sales operations and strategy at Genuine Parts Company (NYSE: GPC), and worked previously in management consulting....Read more
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