Incentive compensation is often the sales organizations largest expense, and it garners the lion’s share of attention from salespeople and management when compensation related issues arise. But firms also make sizable investments in other forms of compensation on behalf of the sales force. These other forms of compensation include base...Read more
Front line sales managers play a key role in growing an organization’s revenue. But their jobs certainly aren’t easy. In order to scale, organizations must focus on better supporting these key team members. New research conducted by Showpad explores the challenges front line Sales managers face. Report findings offer insight...Read more
Salespeople can't be on site to close every deal, but they can make use of quickly evolving video technology to make customer interactions more personable, compelling, and successful. Many high performing sales organizations are using asynchronous video in this way. It allows salespeople to seem less remote and impersonal, while...Read more
Sales organizations began spending money on CRM more than two decades ago. Since then, CRM has anchored most firms’ sales technology investments. Yet a surprising number of companies, in fact a majority, struggle with CRM user adoption and with disappointing returns on their CRM investments. As our research discovered, for...Read more

Become a member

Become a member