Sales Management Association

I'll be doing two #SalesEnablement #Webinars in June! _____________________ Tomorrow, on June 11 at 2 pm EDT, I'll be leading a webcast for The Sales Management Association on "Focusing Salesperson #Coaching on Skill Development" 🔹REGISTER > bit.ly/KunkleCoaching… ______________________ On June 18 at 2 pm EDT, I'll be leading a panel webinar for Sales & Marketing Management (@SMMConnectus) on #SalesHiring, with two other experts, Benjamin Tagoe of Objective Management Group and Andy Miller of Big Swift Kick - Sales Training and Consulting 🔹REGISTER > bit.ly/SalesHiringPan… _____________________ Join me! We'll have fun and I promise the content will be worth your time.

Join us for Improving ROI on Sales Compensation Investments, February 27. linkedin.com/events/improvi… #salescompensation #salesperformancemanagement #incentives #salesmanagement #salesoperations #revenueoperations

B2B companies that follow a defined sales process, experience on average an 18% more revenue growth vs. those that don't. This is the results of a study conducted by Vantage Point Performance and the Sales Management Association. Pretty good older article loom.ly/EHmhIBY

@TheHardKnockSt Thanks @TheHardKnockSt we thought so too! Bob Kelly and Jason Jordan are talking more about sales process in an upcoming webcast and conference session salesmanagement.org/event/sales-pr…

Alright some very quick (assumptive) analysis: 1. Looks like the company was nuking most of the sales org. If they’re keeping <25% of an org the calculus isn’t, “Are they doing a good job and have we given them a fair shake?” It’s more, “Who are the top performers we need to keep? We have to get rid of everyone else.” Totally unfair to her. It may have been nigh impossible to reach the performance bar required to stay. But hard to say with no info. 2. The fact that it’s two HR people who don’t know her is either a big mistep or it implies her manager (and possibly her manager’s manager etc.) are gone too. 3. The HR team was probably given a big list of names they needed to tell, and probably had no clue as to why the decision making led to some staying and some going. That’s not a fun position to be in, but could be the only alternative to a mass firing in a giant Zoom meeting depending on how much of management was also fired. 4. It’s interesting that they’re so clear it’s performance-based and not a layoff. That’s not an accident. Could be to avoid regulations around the WARN act, or as justification to give zero severance. Usually in this call they go over the high level of that stuff, but this one took a turn. Sad across the board.

@BowTiedPassport A bad look for Cloudflare.

Cloudflare layoff update. Girl decides to record her layoff call and fires back at HR for claiming layoff was performance based. The points she made were valid, but it’s a bad career move to post this online…

@jeffboichuk OMFG

Take our survey on sales compensation and quota management, we'll send you the benchmarking data and a one-year membership slsmgt.org/salescompquotas #salescomp #salesquotas @anaplan #salesplanning

The Sales Management Association is hosting Implementing Effective Sales Coaching Programs. Would you like to attend? #salescoaching linkedin.com/events/impleme…

The Sales Management Association is hosting Foundations of Sales Coaching Program Success. Would you like to attend? linkedin.com/events/foundat…

Join me and Xactly Corp's @erikchaz next week for this webcast on Effective Forecasting in B2B Sales. lnkd.in/ggf7Yjfu #sales #saleseffectiveness #salesoperations #SPM #b2b lnkd.in/geq8kKmU

I'm pleased to be teaching a graduate level course on Sales Operations this summer, part of a groundbreaking MS degree offered by University of Houston's Sales Excellence Institute. lnkd.in/gVxaUe9n. You can learn more about the program in an info…lnkd.in/g7kQWwVq

Join us at The Sales Management Association this week on Thursday (18 May) for a web panel discussion on increasing sales pipeline without burning out salespeople. The session features speakers from Salesforce, Bank Independent, and SalesScreen, and me, y…lnkd.in/gK3Kczyp

Join me this week for a web panel on Optimizing Return on Sales Effort. Thu. 11 May 2P ET, open to the public. @mignjame, Ken Kramer #saleseffectiveness #crm #sfe #salesoperations #revenueoperations #revops #commercialexcellence

The Sales Management Association is hosting this webcast: Research First Look - Sales Performance Management (SPM) Solution Providers. Would you like to attend? linkedin.com/events/researc…

The Sales Management Association is hosting a webcast: Leveraging Metrics in Salesperson Activity, Capacity, and Workload. Would you like to attend? linkedin.com/events/webcast…

Compelling insights from our recently concluded research study, "The Impact of Culture on Sales Organization Productivity." Its findings reinforce the experience of many firms in the current labor market, and suggest that culture is an emerging vector of…lnkd.in/dPpYeT5Q

Join us this week for a webcast on sales culture. lnkd.in/gpRdD8nw Peter Drucker's quip, “Culture eats strategy for breakfast” describes the experience of many sales forces. Those with robust, performance-based cultures wield an advantage over pee…lnkd.in/gFHkg88D