Resources

Join sales effectiveness expert Mike Kunkle for a look at 10 actionable strategies to radically improve your opportunity management and win rates. In the session, Mike details: How to align your sales process with the way modern buyers make decisions. Proven techniques for qualifying, advancing, and closing the right opportunities...Read more

AI is revolutionizing sales efficiency and redefining the nature of sales work. This session explores AI’s impact on selling, sales operations, and enablement—examining how organizations are investing to drive productivity and adapt their structures. Learn how AI moves beyond incremental gains to reshape staffing, workflows, and management roles. Attendees will...Read more

Sales organizations have no trouble setting objectives, but often fail to clearly articulate strategy. As a result, salespeople may understand how much they’re expected to produce, but are unclear on how best to make their number. Sales strategy -- a plan of action to achieve a sales goal -- helps...Read more

Getting adoption for sales methodology is not easy. It requires changing salesperson behavior, and changing behavior at the organizational level is hard work. This webcast addresses the critical determinants of success in sales methodology implementation and adoption. Featuring sales transformation expert Mike Kunkle from SPARXiQ, this session covers: Why adoption...Read more

Firms expect a lot from their sales compensation programs. They design sales comp plans to motivate and direct salespeople, to attract and retain top performing talent, and to produce sales results aligned with business objectives and strategy. But the sales comp plan’s effectiveness isn’t always self-evident. How do managers gauge...Read more

Successful incentive compensation programs are built on a foundation of disciplined governance. Yet for many organizations, incentive systems evolve reactively, accumulating years of exceptions, redundant plans, and inconsistent ownership. As a result, complexity erodes trust, complicates processes, and slows performance. This  webcast helps compensation leaders uncover and eliminate incentive program...Read more

Many firms update the incentive compensation plan each year, in response to changing strategy, shifting markets, or updated go-to-market structure. In this webcast, we present efficient approaches for managing key decisions and best practice change implementation practices Topics include: Using quantitative insights to identify plan improvement opportunities Building consensus for plan...Read more

Revenue enablement is a function approaching a crossroads with significant ramifications. Like its training and HR counterparts before it, revenue enablement functions must differentiate themselves as an essential business partner that provides value essential for growth. Those that cannot run the risk of being perceived as mere overhead expense. This...Read more