Webcast • Sales Operations
Solving the Puzzle of Territory DesignMay 16, 2012
New research shows that few companies are focusing on sales territory optimization. Yet intelligent territory design yields substantial productivity improvements - as much as 10% in a single year - to those firms who embrace it. Optimizing account assignments, territory design, and sales resource
Webcast • Sales Technology, Sales Operations
The iPad's Impact on the Sales ForceMay 06, 2012
iPads are portable, compelling, and cost-effective, and they are having no small impact on the sales organization. More powerful than smart phones, and more mobile than laptops, iPads have an additional benefit uniquely suited to sales: they are consummately social devices. That is, they offer an
Webcast • Strategy & Planning, Coaching for Performance
DePaul Center for Sales Leadership Research Update: What Drives Superior Sales Performance?April 13, 2012
Dave Hoffmeister, Executive in Residence at the DePaul Center for Sales Leadership, provides a research briefing on the important characteristics of high performance sales organizations recently identified in the Center's biennial Sales Effectiveness Survey. Conducted over a six-month period
Webcast •
Sales Strategies for Conquering the CompetitionApril 05, 2012
Increased competition is among the toughest challenges facing sales organizations today. As pricing pressure mounts and customer budgets shrink, sales leaders must bring a new level of innovation to their efforts to beat the competition. In this webinar, AchieveGlobal’s Greg McDonald a
Research Brief • Coaching for Performance
Conquering the Competition: New Strategies for an Age-Old ProblemApril 03, 2012
Competition remains one of the most pressing challenges facing sales organizations. And perhaps more concerning, competition is increasing versus years past. In fact, 85 percent of global executives surveyed by McKinsey & Company describe their business environment as more competitive than it
Research Brief •
The Perfect Pipeline: How To Measure and Manage a Productive Sales PipelineMarch 29, 2012
There are many different types of interactions that take place between sellers and managers, but there is one particular meeting that stands out as near-universal among business-to-business sales forces: the sales pipeline review meeting. During this discussion, the rep and manager go through ind
Academic Research •
Challenges of CRM Implementation in Business-to-Business Markets: A Contingency PerspectiveMarch 23, 2012
In this paper, the authors discuss the importance of customer relationship management (CRM) systems in complex and simple selling settings and examine how CRM is implemented in both contexts. Specifically, they suggest that CRM strategies can be implemented from the top-down, originatin
Webcast • Strategy & Planning
Fifth Third Bancorp: How to Execute a Customer Focused Sales StrategyMarch 22, 2012
Is your sales team prepared to execute on your 2012 strategy? Strategy execution across a large sales organization requires tight alignment across six dimensions, including: Strategy: Linking sales strategy to business strategy, and Talent: Equipping sales leaders and professionals
Research Brief • Strategy & Planning, Sales Technology, Sales Operations
Modern Selling: Managing by Exception, Enabled by AnalyticsMarch 08, 2012
Trying to recover ground lost during the recession, many sales organizations are pursuing traditional tactics to increase revenues. They are putting more “feet on the street” and raising quotas or even doing both. They’re hoping that more quota or “demand”
Research Brief • Sales Operations
Sales Operations Maturity: Why Does It Matter?March 05, 2012
Executives and senior managers leading transformation initiatives in sales operations need a way to assess the current state of their organizations. The concept of operations maturity constitutes a useful framework for this. The leaders of consulting firm Sales Economics, Inc. expl
