research

Research • Sales Performance Management

Research Brief: Measuring Sales Manager Performance

July 08, 2015

  Sales managers crucially influence overall sales force performance. How do firms ensure managers are measured on the most impactful metrics?   Results from our recent survey explores how firms define and measure the effectiveness of their first-line sales managers (FLSMs).

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research

Research • Strategy & Planning, Sales Process Management, Sales Operations, Analytics

Research Brief: Sales Forecasting Effectiveness

April 08, 2015

  This research examines our recent study of emerging trends and best practices for sales leadership as it relates to sales forecasting in business-to-business organizations. We identify core practices, processes, and resources considered essential to forecasting; reveal factors that con

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research

Research • Sales Technology

Research Brief: Sales Performance Reporting

February 16, 2015

  Sales performance reporting guides leadership’s decision making, and represents an important information management priority for many firms. This research investigates the use of performance reporting in business-to-business sales organizations, and identifies management prioriti

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research

Research • Coaching, First Line Sales Management, Sales Training

Research Brief: Sales Onboarding Practices

February 12, 2015

  When they work, onboarding programs improve salesperson productivity and new hire success rates, which can profoundly impact overall sales organization performance. Yet onboarding approaches vary in scope, intensity, and outcomes across firms. This study offers a survey of onboarding p

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research

Research • Strategy & Planning, Sales Force Roles, Channel Management

Inside Sales Trends

November 07, 2014

  Our recently concluded study on inside sales trends surfaces emerging issues, management priorities, and best practices associated with inside sales channels in large sales organizations. Research topics include:   Current approaches in inside sales force deployment

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research

Research • Coaching, Sales Performance Management

Management's Sales Coaching Impact

November 04, 2014

  Sales coaching remains a hot topic among sales effectiveness leaders. Our audience shows a persistent interest in sales coaching practice – the coaching approaches managers are using to affect meaningful change in their sales organizations. This research study examines sales mana

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academic research

Academic Research • Selling Effectiveness, Territory Management

Ideal versus Actual Number of Sales Calls: An Application of Disconfirmation Theory

September 16, 2013

The current study focuses on the relationship that buyers have with their salespeople. Specifically, the study uses disconfirmation theory to evaluate whether a salesperson that meets or exceeds the buyer’s ideal number of sales calls has higher levels of commitment, trust, and satisfaction

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academic research

Academic Research • Sales Process Management

Testing an Enhanced, Process-Based View of the Sales Process

July 02, 2013

This paper proposes that traditional process-based frameworks of selling may be underspecified given three realities affecting the sales role today: (1)longer sales cycles, (2) an increased customer demand for total solutions, and (3) a shift from a product- to a services-centric economy. An argu

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academic research

Academic Research • Selling Effectiveness

The Effects of Facial Attractiveness and Gender on Customer Evaluations During a Web-video Sales Encounter

March 26, 2013

The use of virtual environments as a support platform for demonstrating products and providing after-sales advice is today relatively commonplace. The Web-video interface represents a fundamental shift away from traditional selling atmospherics where the facial appearance of sales perso

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academic research

Academic Research • Strategy & Planning, Leadership Development, Sales Training

The Role of Top Management in Developing a Customer-Oriented Sales Force

January 02, 2013

Subhra Chakrabarty, Gene Brown, and Robert E. Widing II

Reprinted with permission from The Journal opf Personal Selling and Sales Management. A national random sample of industrial salespeople was surveyed to examine the effects of salespeople’s perceptions of top management long-term orientation, top management emphasis, and top management

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