Sales Force Productivity Conference 2017

We invite you to attend the seventh annual Sales Force Productivity Conference, taking place October 16-18 in Atlanta, Georgia at the Ritz-Carlton Buckhead. This is the premiere education and networking event for sales leadership, sales operations, and sales effectiveness professionals. The Sales Force Productivity conference is unique in its focus on sales productivity and sales force effe ...

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 ...

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 ...

Building Sales Manager Bench Strength

Strong Sales Managers are important to the success of a selling organization. There are many tactics used to build and test the strength of Sales Managers within organizations. However, are there skills and competencies that can’t be taught or learned? According to our Developing Sales Manager research initiative, there are 4 important developmental area that organizations find d ...

New Research: Inside Sales Trends

Inside sales staffing is outpacing traditional salesperson growth by more than 50%, according to our recently completed study in inside sales trends. As expected, participants in our recent study (senior sales and sales operations managers) said inside sales’ lower cost structure helped drive headcount growth. However, even more important is inside sales’ impact on team productivity ...