Once a firm establishes the sales organization's strategy and performance objectives, aligning incentive compensation plans to these objectives is a critical next step. This webcast covers the tactical considerations of sales incentive compensation plan design, including selecting the most effective performance measures, determining performance targets, establishing accountability for the plans'...Read more
Solution based sales often require the coordinated effort of multiple actors, working as a team. And selling teams require the coordinated involvement of management, marketing, solution engineering, and other supporting roles. Aligning their activities requires collaborative account planning and dynamically updated tools integrated across the organization. In this web panel...Read more
Many sales leaders emphasize repeatable, consistent processes as the basis of sales organization productivity. But in so doing, they also may undermine an attribute important to the sales organization's success: agility. This webcast presents research that suggests a single-methodology emphasis in sales process is counter productive, and offers in its...Read more
This research examines the extent to which firms are embracing “sales enablement,” and the impact of its adoption on the sales organization. Sales enablement describes an emerging set of practices related to salesperson development, guidance, and content distribution. It is characterized by (a) connecting sellers to content most relevant for...Read more
Many sales organizations are changing how their salespeople learn and develop skills. These changes may build upon past training methods, or, as in some firms, represent bold new departures from conventional approaches to salesperson learning and development (L&D). This research surveys these developments, identifying current practice and emerging trends. It...Read more
Technology has already reshaped how companies manage sales forces. Now many experts predict that artificial intelligence (AI) will deliver transformational improvements in decision making quality, conferring to those firms who effectively apply AI significant advantages over their peers. This webcast examines what AI realistically means for sales performance management (SPM),...Read more
A robust, data-driven approach to sales planning addresses sales capacity and headcount. This webcast explores capacity planning for sales organization, using best practice approaches and case examples. Topics include: Identifying risks and challenges to capacity Calibrating ramping assumption for new salespeople Anticipating salesperson attrition and understanding its impact on sales...Read more

Become a member

Become a member