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- Sales Force Management - Mediocre to Meteoric
- The ultimate reward to a sales management executive is a sales organization that manages itself, reaches and surpasses their difficult to achieve goals and requires very little in the way of supervision. Exactly how many sales organizations can claim this level of success? Well, there are a tremendous number of...
- White papers
- 12 Keys To Tuning Up Your Sales Force
- Many cars tell the driver when it is time to perform maintenance. Even better, some tell the driver that maintenance is needed in 1,000 miles with updates along the way. It would be great if as a business executive or small business owner, you had this kind of technology at...
- White papers 2007-10-20
- CRM On Demand Best Practice: Delivering Actionable Insight Into Sales
- Sales analytics allows users to proactively and continually improve their performance by providing every member of the sales organization with the information and insight they need to identify sales opportunities and challenges, diagnose causes, and develop targeted action plans to improve results. Learn how to dramatically transform your sales organization!
- White papers 2007-01-01
- CRM On Demand Best Practice - Delivering Actionable Insight Into Sales
- Sales analytics allows users to proactively and continually improve their performance by providing every member of the sales organization with the information and insight they need to identify sales opportunities and challenges, diagnose causes, and develop targeted action plans to improve results. Learn how to dramatically transform your sales organization
- White papers 2007-01-01
- The Pressure Paradox
- Studies have shown that senior executives are more inclined to attribute their sales organizations' difficulties not to the tough economic and competitive environment but to their salespeople's poor skills and their sales managers' lack of leadership. Any one of these forces would challenge even the best of sales organizations in...
- White papers 2005-02-10
- How Sales Forces Sustain Competitive Advantage
- The purpose of this study was to identify the factors that enable sales organizations to be highly successful. Companies today are relying increasingly on their sales organizations as engines of growth and productivity. The sales role has never been more difficult customers are more demanding, products more sophisticated, competitors more...
- White papers 2004-12-02
- Selling is About More Than Sales
- If one wants to improve the results from the sales organization, look at the total Sales and Marketing System. Don’t just look to the sales organization. Understand everything that is impacting upon the success in the marketplace. Question old assumptions and build a true understanding of the customers, prospects, the...
- White papers 2003-01-01
- Using e-Learning to Enable One of the World's Largest Sales Forces
- This white paper explores the ways IBM uses e-learning in a key area - enabling its worldwide sales force. It offers powerful proof of how e-learning meets the challenges faced by today's sales organizations. After all, with its 30,000-member worldwide sales force, IBM has one of the largest sales organizations...
- White papers 2002-10-01
Additional Resources
- Sales Force Organization
- A strong and efficient sales force is a vital asset to an organization. It helps in the smooth realization of sales targets and ensures perennial sales productivity. The organization and structure of the sales force depends on several factors. Different business scenarios require different types of sales force organization. The...
- Presentations 2003-01-01
- Purpose Of sales organization
- Organizing the sales force enables the company to accomplish the sales objectives in a more effective manner. It is always better to put the sales force in specialized groups and bring stability and continuity in the sales. Apart from educating about the different types of agents in an organization, this...
- Presentations 2003-01-01
- A Sales Force Of One
- Sales managers often face difficulty in managing sales staff. The onus of moving an organization on right track lies in the hands of sales staff. Effective sales force is the backbone of every organization. Hence, managers should keep the interest of sales force in mind by providing them necessary benefits....
- White papers 2003-01-01
- Estimating Potentials And Forecasting Sales
- A sales forecast enables an organization to proactively prepare for actual sales management. Based on the forecast, the organization can design and allocate sales territories, determine the strength of the sales force and formulate effective sales compensation strategies. Market potential, sales potential and consumer buying power index are the three...
- Presentations 2003-01-01
- Sales Knowledge: Customers, Products, Technologies
- Sales knowledge pertains to the comprehensive knowledge about sales and its nuances in an organization. A thorough sales knowledge enables the organization to efficiently realize the sales target. Sales knowledge knowing the target audience, the products on sale, and the technology used to promote the products among customers. Sales knowledge...
- Presentations 2003-01-01
- Motivating The Modern Printing Salesperson
- The activity of sales in an organization is carried out by the sales force. A highly motivated sales force is instrumental in increasing the sales productivity of the organization. This increases the significance of sales force management. Modern business era has shifted focus from transaction selling to relationship selling. The...
- White papers 2003-01-01
- You Can’t Delegate A Sales Culture
- Institutionalization of an effective sales culture in an organization is imperative for a sustained increase in sales revenue. For the same, the organization needs a strong leadership to provide the vision, remove the obstacles, and lead the way. The paper argues that sales culture cannot be artificially implanted in the...
- White papers 2003-01-01
- Nine Steps to Building a Winning sales organization
- This article discusses how you can build a winning sales organization. It also explains strategies which can be used to improve the performance of your sales team like analysing your problem, finding your success role model etc. Read on to know more.
- White papers
- Sales Force Assessment and Strategy
- This paper presents a sales force productivity framework that can be used to evaluate the status of a sales organization and develop a comprehensive statement of strategy. In this paper, one will learn what key questions to ask when assessing the sales force, how the sales force productivity drivers affect...
- White papers 2001-03-22
- The Care and Selection of Manufacturer's Reps: Guidelines to an Effective sales organization
- This paper explains how does one goes about getting the right ones when you have decided to use manufacturer's reps as your outside sales organization. The first question is how long this approach is envisioned to last. Are you planning to use reps indefinitely, or just until they get sales...
- White papers 2000-02-10
- The New Way To Growth: Buying Another Practice
- The sales activity, in an organization, demands constant growth. This ensures the consolidation of a strong sales-oriented framework in the organization. One of the fundamental duties of the sales department of the organization is to retain important clients and build strong relationships with them. In bidding, the prime aim of...
- White papers 2003-01-01
- Setting Sales Quotas For Your Sales Team
- The sales force in an organization consists of different sales persons. To process the sale systematically, each sales person is given a sales quota. Setting the sales quota itself is an elaborate process. Several issues have to be addressed therein. If the sales quota is set too low, the company...
- White papers 2003-01-01
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