Resources

Critical challenges that confront B2B companies in their efforts to obtain and retain large enterprise accounts and increase their profitability can be addressed by properly defined Account-Based Selling (ABS) strategies. However, inherent difficulties exist in implementing this model. Systemic changes brought by ABS, as well as the increasingly analytical nature...Read more

"Happy" sales culture is an uncommon goal for most sales organizations, who are more apt to focus on short term performance objectives. But this Harvard Business Review Analytic Services report suggests sales happiness is a leading indicator of sales team performance.  According to this research, the differentiating characteristics of happy...Read more

Many executives say they're dedicated to fostering a sales team that is high-performing and productive - comfortable, concrete qualities that are easy to measure. It's far less common to hear about companies striving for a squishier metric: a happy sales team. New research from Harvard Business Review suggests sales leaders...Read more

Florida State University's Leff Bonney recent research reveals the potential lasting impacts of the current pandemic on buying and selling over the net several years. Based on input from more than 250 buyers, 500 sellers, and 300 managers, it suggests how buyers and sales organization perceive the pandemic's impact differently,...Read more

Many sales organizations are attempting hard pivots in uncertain markets - selling restructured products and services, and addressing suddenly collapsing (or surging) demand. This webcast provides best practice approaches to rapidly re-skilling salespeople in dynamic market conditions, when learning objectives are likely to change quickly. The session offers: Practical, "how-to"...Read more

Culture eats strategy for breakfast, as management theorists have pointed out. But sales organizations don't give as much thought to culture as they do to strategy. Given the often autonomous nature of many sales roles, culture's impact can be especially important in shaping the decisions salespeople make, and their attitudes...Read more

Our ongoing survey of Sales Performance management (SPM) and Incentive Compensation management (ICM) providers offers a comprehensive look at these solutions’ offerings, capabilities, and effectiveness, based on feedback from practitioner users. The research also details general sales performance management practices and the technology applications used to support them. As an...Read more

COVID-19 forced sales organizations to embrace virtual selling models, and to virtually provision sales learning and development (L&D) activity. While available technology has proved useful in this effort, many firms have still met with unsatisfactory outcomes. As a result, many organizations are reevaluating their sales L&D investments, resources, and strategies...Read more