Publications
THE SALES OPERATIONS BLOG:
Are Exceptions the Norm?
A featured article written by Michael Hanna addressing the problem of too much time spent by Sales Executives and Sales Operations managing special requests and disputes. This article provides practical insight on how to minimize such exceptions to maximize sales productivity.
THE SALES MANAGEMENT ASSOCIATION:
Visibility for Sales Management: Metrics that Drive Sales Effectiveness
A recorded webinar hosted and archived by Sales Management Association, developed and presented by Michael Hanna. This webinar exposes three categories of sales performance metrics and how to practically implement them systematically in your Sales Organization. Content includes recommended KPIs, implementation guidelines and common pitfalls to avoid.
FOCUS BRIEF:
Focus Speaks: Driving Sales and Marketing Teams’ Adoption of CRM
A brief on Focus.com posted by Michael E. Dortch, including citations from Michael Hanna.
