Knowledge Bank
1. Sales Management
White paper – Crisis Management
Managing Sales in a Crisis
Whitepaper – 4roles of Sales Management
The 4roles of Sales Management
Guide – The methods and tools of Sales Management
The methods and tools of Sales Management – Sales Management Enablers
Sales Management Job Description – The 4Roles™ Model of the function
Guide: Sales Management Job Description – The 4Roles™ Model of the function
The RACE-model™ – Management by RACE-plans and RACE-talks
Guide: The RACE-model™ - Management by RACE-plans and RACE-talks
Joint Visits – A Sales Management Tool
Guide: Joint Visits – A Sales Management Tool
The Sales Process for Value Based Selling
White Paper
Value Based Segmentation
Whitepaper: Value Based Segmentation
Introduction – onboarding of new salespeople
Guide: Introduction – onboarding of new salespeople
Sales Pattern – a B2B Guide
Work Pattern – a B2B Guide
Joint Visits – a B2B Guide
A Key Sales Management Tool
Sales team meetings – a B2B Guide
Sales team meetings - An Important tool for the Sales Manager
Performance Reviews – a B2B Guide
Performance Reviews - a Key Tool for the Sales Manager
Excerpt from “Managing B2B Sales 2025” – Sales Methodology Evolution
From Products sales to Value Based Sales in a 100 years
White Paper: The Sales Director Role
The Sales Director Role in a Modern B2B Sales Organization