Resources

Online sites like Amazon use advanced analytics to personalize consumers' shopping experience, by making product suggestions based on similar consumers' preferences, for example. This can dramatically improve the shopping experience. Now business-to-business sales organizations are adopting similar strategies, mining deal-level data to anticipate buyers' needs. Machine learning techniques can identify...Read more

Sales organizations typically use a variety of performance measurement approaches. These include measures of financial outcomes (like sales revenue or sales quota achievement), but also activity measures such as number of calls made, demos given, or proposals generated. This research examines how sales organizations use various measures, and the performance...Read more

Many organizations use competency-based management programs as an over-arching framework for managing talent.  Competency-based management programs did not originate in the sales force, nor is their application unique to sales management.  Using competency-based programs in managing the sales organization yields significant benefits to many firms, and we believe it offers...Read more

Even before the global health crisis, sales organizations often operated in change-intensive environments. With the pandemic amplifying uncertainty in most sales organizations, many have undergone abrupt and substantial pivots in an effort to adapt to volatile demand and social distancing constraints. This webcast provides an initial look at recently concluded...Read more

The pandemic presents sales organizations with many challenges. For salespeople, adapting to virtual selling has also meant learning to cope with unaccustomed isolation, and reduced interaction with colleagues and customers. This has made staying motivated more difficult for many sales forces. This webcast provides management with strategies for increasing salesperson motivation...Read more

Forecasting is a necessary and efficient tool that can give a company plenty of competitive advantage. Traditional methods of sales forecasting focused primarily on roll up of committed sales deals display intrinsic weakness due to their monotony of strategy across agreed sales period. This tends to produce inaccuracy in sales...Read more

Annual kick-off meetings are a mainstay for sales organizations. They set the tone for the coming year, help boost morale, build team trust and rapport, and ensure that the entire organization understands the priorities and roadmap for the year ahead. With the threat of COVID-19 still looming, most organizations will...Read more

The COVID-19 pandemic forced most sales organizations to stand up alternatives to classroom training and in person events. In so doing, many are rethinking their overall training strategy, accelerating changes that had been underway since the emergence of virtual, on-demand, and web-enabled training tools over the past decade. In this...Read more