Resources

Call coaching – management guidance focused on improving how salespeople directly interact with buyers – can yield huge gains in overall sales effectiveness. Effective call coaching programs address essential skills and the activities that matter most for sales organizations. But few sales organizations do call coaching well. Some fail to...Read more

Sales managers play a critical role in the sales organization. As first-line managers, they have maximum influence on salesperson performance day-to-day; as leaders, they are instrumental in directing large-scale change initiatives. Their influence, therefore, spans a broad range of tactical and strategic outcomes, one reason why many consider the sales...Read more

Legal review is an important and necessary stage in many sales cycles, but can often be the source of painful bottlenecks. This webinar offers best practice approaches to increasing cross functional alignment with the legal department to streamline collaboration, improve quality, eliminate needless delays, and speed deal flow.

Using contests, spiffs, and special one-time incentives can help bring needed emphasis to fast-changing sales force priorities. But these incentive programs are also fraught with potential pitfalls. In this session we consider best practice approaches to incentive design and implementation in support of short term sales goals and contests. Scroll...Read more

As companies scale, they outgrow incentive compensation approaches better suited for earlier stage firms. If incentive compensation practices are not appropriately calibrated to a firm's growth phase, sales compensation can undermine the sales organization's growth trajectory. In this webcast we offer best practice approaches to incentive compensation for growing firms,...Read more

Sales leaders could be forgiven their skepticism when it comes to Artificial Intelligence (AI). Tech marketers (including many in the sales effectiveness space) are quick to brand any computational capability as "AI," while pundits have been touting AI's disruptive impact seemingly for decades. Nevertheless, AI, and the cognitive technologies derived...Read more

Sales forces were forced to demonstrate unprecedented resilience over the past year, as they battled pandemic-related hardships and unanticipated challenges. There are indications that sales force resilience will continue to be critical during a period of unpredictable recovery. In fact, many signs point toward resiliency as the single most important...Read more

A rebroadcast of a previously aired session, this rebroadcast will feature live Q&A. Sales forces optimize territories to maximize salesperson productivity, but often overlook how salespeople themselves approach getting the most out of their territory assignment. This session considers approaches to rep-level territory management, and offers insights for firms interested...Read more