research

Research • Coaching, Selling Effectiveness, Sales Training

Research Brief: Investments in Salesperson Skill Development

January 25, 2017

  Sales forces are change-intensive organizations. With each new shift in market demand or buyer preference, sales organizations may change sales messaging, sales performance expectations, or job descriptions; in some cases, firms may even recast fundamental assumptions of how their sale

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research

Research • Sales Compensation, Analytics

Research Brief: Managing Sales Compensation

January 05, 2017

Sales compensation overshadows other sales-related expenses, and at times dominates the sales organization’s attention. Firms’ ability to design, adapt, administer, and communicate their sales compensation programs is therefore a significant management concern. This research examin

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management tool

Management Tool •

Member Registration Code for the 2017 Sales Force Productivity Conference

January 01, 2017

This page displays your member registration code for the 2017 Sales Force Productivity Conference. Logged in full members will see their code displayed below.   Use your registration code for substantial savings on conference registration. To register for the conference go here.

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research

Research • Sales Operations

Research Brief: Refocusing Sales Operations

December 21, 2016

Sales operations functions serve a vital, strategic role in sales organizations, frequently engineering large scale change initiatives in sales coverage models, or comprehensive incentive plan revisions, or launching new offerings. Along the way, they must also respond to the sales organizatio

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research

Research • Strategy & Planning, Sales Technology, Sales Operations, First Line Sales Management, Analytics

Research Brief: Sales Force Attitudes on Forecasting

November 17, 2016

Sometimes we ask our members, who are sales effectiveness leaders and senior sales leaders, to name their most vexing challenges. A topic that always comes up? Sales forecasting.   It’s easy to see why. In many leaders opinions’, forecasting is undertaken with uncertain objec

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conference archives

Conference Archives •

Workshop: The ROI on Sales Force Effectiveness Initiatives

October 26, 2016

As the largest expense on many firms’ operating statement, the sales force attracts plenty of management scrutiny and frequent assessment of its ROI. This session considers how sales organizations attempt to improve sales force effectiveness through various initiatives, how they measure

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conference archives

Conference Archives •

Panel: No Buyer Left Behind: Designing Territories to Engage Every Opportunity

October 26, 2016

How do firms optimize existing resources when facing deployment decisions such as, “How many sales reps do we need,” “Who should call on which accounts/prospects,” and “How do we design territories maximize the resources we have?” This expert panel dis

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conference archives

Conference Archives •

Workshop: Sales Talent Assessment: When, Where, and Why You Should Use a Structured Approach

October 26, 2016

“Will” and “skill:” two ingredients essential for a successful salesperson. Innovations over the past decade help managers drive and measure “will,”but fewer tools offer insight into “skill.” Often sales candidate selection is left to inexperienc

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conference archives

Conference Archives •

Workshop: The Future of Sales Compensation

October 26, 2016

Sales compensation programs were built by, and for, Baby Boomers and Generation X’ ers. But newer generations – like Millennials (born after 1977) and “Gen 2020” (born after 1997) will soon represent the majority of sales workers. Their needs, interests, and motivations

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conference archives

Conference Archives •

Workshop: Thawing the Sales Force’s Frozen Middle

October 26, 2016

The value of top-performing salespeople is easy to understand. But managers may too often underestimate the value of “middle performers” – those solid citizens whose numbers are less stellar, but who may have an unrealized reservoir of potential. Unlocking this potential can

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