Current Research Projects
Sales Analytics Capabilities
Sales organizations include managers who must make decisions, and analytics support professionals with access to data and an understanding of how to investigate them. What is often missing is the link between the two in the form of reporting tools, provided in a format accessible and understandable for managers, that reflect relevant and timely insights.
This research explores how sales analytics are currently used to support sales leadership decision making. It identifies gaps between sales management needs and routinely available reporting output, and explores emerging analytics capabilities such as cognitive analysis.
Topics addressed include
- Sales analytics practices within business to business sales organizations
- Factors that support effective use of analytics
- Management’s critical issues and improvement priorities
- Emerging capabilities associated with effective advanced sales analytics
- Sales analytics' impact on firm performance
- Technology trends and ROI
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Enabling Indirect Sales Channels
This research examines support tactics for indirect sales channels – salespeople, agencies, affiliates, and networks engaged (but not directly employed) by vendor firms. Special focus is given to indirect salesperson effectiveness, and how selling firms can affect it with investments in content, technology, and training.
Specific questions addressed include:
- What influences indirect sales channels’ effectiveness in delivering a selling firms’ value proposition?
- What indirect channel support investments are most impactful for selling firms?
- What indirect channel management practices drive significant value for selling firms?
- How can selling firms gain higher indirect channel mindshare for their offerings?
Salesperson Development Priorities
This research investigates the value firms place on specific salesperson characteristics, and compares those priorities with actual sales training and development activities. The research defines how companies answer the question, “What makes an effective salesperson?” and also “How do we develop effective salespeople?” Specific areas of inquiry include salesperson knowledge and skill, as well as achievement drive, attitude, and enthusiasm.
The research also examines firms’ sales force training and development investments, by measuring how, and how well, training efforts match management’s priorities.
Scaling the High-Growth Sales Force
Early growth stage companies often possess exceptional skills and ideas to get their businesses off the ground. But many face challenges building a sales function that can help the business grow beyond an initial proof of concept. Established firms face similar challenges when launching new offerings substantially different from their core business.
This survey identifies challenges in scaling new sales teams in entrepreneurial (or “intra-preneurial”) environments. It quantifies current practices and their impact on growth performance, and establishes management’s critical priorities for improving sales team effectiveness in growth stage firms.See full description
Sales Forecasting Improvement Benchmarking
This tool assesses sales forecasting effectiveness from two key stakeholders’ perspectives: salespeople’s, and management’s. Using a brief online survey, the tool measures current forecasting effectiveness, identifies stakeholders’ perceived value gaps, and provides a benchmark comparison with cross-industry, business-to-business norms.See full description