"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
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
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
Fueled by the app economy and an explosion of software-as-a-service offerings, sales organizations of all kinds now incorporate subscription or recurring pricing. This presents unique challenges, especially for sales organizations accustomed to one-time or episodic revenues. In this webcast, we review the basic principles of sound incentive design related to...Read more

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