Resources

Will the culture you build in the sales organization help you meet your 2020 goals? In the rush to embrace everything changing about the sales profession, it's easy to overlook the enduring qualities that have always been true of great salespeople, and that are often embodied in culture. These include...Read more

Competency frameworks offer a foundation useful for talent management and organizing principle for learning investments. But they're frequently seen as an HR or Learning and Development concepts by the sales organization. In this panel discussion, L&D and sales leaders from FedEx Office discuss how they make competency based L&D a...Read more

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

Even the simplest changes to sales compensation programs can wreak havoc with the sales organization, if not implemented correctly. Join us for an informative session covering the most important aspects of implementing sales compensation plan changes.... You must be a member to access to this resource. Please log in, or...Read more

Sales enablement describes new ways of provisioning sales learning, development, guidance, and content. The term describes technology platforms purpose built for this purpose, but also a new mindset in how content and training investments should be made in support of the sales organization. In this web panel, we engage a...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