Fairness – It Is Deep Within a Salesperson’s DNA

Fairness matters to salespeople.  Research conducted by University of Houston professor Mike Ahearne proved that eliminating overachievement rates and capping payout in the sales comp plan will result in reduced revenue. Even some studies and research in the animal kingdom can be used to better understand salesperson behavior. One study done with capuchin monkeys (which scientists value fo ...

What Responsibilities Are Core for Sales Operations?

The term “sales operations” describes a set of activities that support sales force efficiency and effectiveness. The Sales Management Association’s recently completed research into sales operations’ practices, challenges, priorities, and emerging trends reveals new insight into this emerging corporate function.   This research found that sales operations departm ...

6 Skills Necessary to Take Charge of Sales Forecasting Accuracy

How happy are you with the accuracy of your company’s sales forecasts? If you are like most sales leaders, you may feel that there is a little room for improvement. Or, if we are being completely honest, maybe a lot of room for improvement. In a survey of 52 companies, the Sales Management Association and Vantage Point Performance found that 74% of sales leaders felt their company’s ...

The Death of the Sales Funnel: A New Reality for Sales Organizations (Part 2)

In part 1 we shared how greater access to information has fundamentally changed the way B2B customers buy products and services. As buyers take more control of their purchasing journey, they seem to enter and exit the sales pipeline at various points in the buying process. This essentially renders the old sales funnel model, in which everyone enters the sales process at the top of the funnel an ...

The Death of the Sales Funnel: A New Reality for Sales Organizations

We've been hearing for years now about how sales motions are becoming more complex, personalized and completely dictated by the customer. A new study by CSO Insights highlights this further by sharing that rising customer expectations combined with a complex and constantly changing selling world are driving the need for sales organizations to evolve their sales processes and enablement to a ...