Sales Management Best Practices: The Metrics that Matter
(Part 1 of 4)
Information systems have vastly improved the measurement and reporting capabilities within the sales function. Why has more sales data has not necessarily resulted in better sales management?
Jul 08, 2009

Sales Management Best Practices: Six Essential Processes
(Part 2 of 4)
While most managers would say they have some form of sales process in place, the nature of that process might range from planning sales calls to completing major account plans. In fact, the sales function is a collection of distinct selling processes that work to accomplish unique objectives. But it isn't necessary to have every process in your sales force-only those relevant to the way you want your salespeople to sell.
Jul 22, 2009

Sales Management Best Practices: Achieving Objectives
(Part 3 of 4)
Every sales force has certain outcomes that they are trying to achieve-retaining more customers, cross-selling products, or improving salesperson skills, to name a few. As the outcomes of sales processes, these objectives cannot be managed with the same degree of control as the processes themselves. Objectives can only be managed indirectly by managing salesperson activities at the process level.
Aug 06, 2009

Sales Management Best Practices: Achieving Organizational Alignment
(Part 4 of 4)
One of the biggest problems seen in many sales forces is a lack of direct linkages between corporate goals, sales strategies, and sales force behaviors. The three are frequently allowed to operate independently with the tacit (and often faulty) assumption they're all in alignment and working toward a common end.
Aug 24, 2009

Management Best Practices: Provide Just-in-Time Training
For many sales organizations, training their salespeople is one of the largest investments they make in performance improvement.  Unfortunately, sales training is also one of the most perishable investments a company can make. How can you ensure that the training sticks?

February 11, 2010

Management Best Practices: Avoid Epic IT Implementations
Information technology has become as integral to a world-class sales effort as great products and superior salespeople. However, we've all seen the sobering data on the low percentage of companies that actually consider their IT implementations to have been a success.  How do leading organizations develop technology to enable their salespeople?
January 07, 2010

Inside Information: An Untapped Source for Sales Success
New research reveals the very best salespeople have found another group of people with whom to get cozy. No, not new types of customers or even new business partners. Surprisingly, the best salespeople are standouts at wooing their own co-workers.
Nov 17, 2009

Know Thy Customer
What makes a salesperson successful-motivation, selling skills, personality traits, innate abilities, or experience? None of the above, say three leading researchers into the field of salesperson performance.
May 15, 2009

From Sales Star to Sales Support
Do your best salespeople fail as sales managers?  Research reveals what's sabotaging your managerial effectiveness.
Feb 26, 2009