Resources

Sales forces face a significant challenge in keeping their salespeople well trained and up to date. This research examines how sales organizations approach this challenge, and how the best organizations do so differently than others. It identifies a range of practices related to salesperson learning and development (L&D), including the...Read more

Sales organizations and the customers they serve are quickly digitizing assets, processes, and business practices that were previously handled with physical artifacts and in-person interactions. Our recent research identifies challenges, trends, and emerging issues related to sales forces’ digitization efforts, and examines management’s priorities in guiding digitization efforts. Join us...Read more

Facing pressure to scale, sales forces often focus on consistent, repeatable sales process. In such environments, managers often overemphasize a single methodology. But in doing so they sacrifice agility at the altar of compliance, hobbling the sales organization's adaptability to changing circumstances and volatile selling environments. Join us for a...Read more

Account Based Marketing (ABM) and Account Based Selling (ABS) are technology based approaches for segmenting growth efforts in important accounts and prospects. These approaches solve long standing frustrations with typical marketing efforts' inability to customize messaging, and CRM's shortcomings in managing enterprise buying and sales processes. In this webcast we...Read more

Most sales organizations have a sales process – a sequence of activities or milestones that organize selling effort. Its purpose is to measure progress in specific sales opportunities, track and guide sales activities, sometimes even to provide a basis for forecasting results. Sales process is universally acknowledged as important by...Read more

This research examines the current state of salesperson onboarding as well as expected trends. In addition, it considers which current onboarding practices are associated with better outcomes. The survey was completed by 157 respondents from both firms that sell to other firms (B2B) and firms that sell to consumers (B2C)....Read more

The sales organization’s ability to onboard new salespeople profoundly impacts overall sales productivity. Quantifying these impacts helps establish a business case for onboarding investments. Join us for a webinar in which we detail multiple ways onboarding impacts sales force performance, including decreased salesperson ramp time, enhanced salesperson retention, higher win...Read more

Changes in sales strategy require careful implementation. In this webcast we explore best practices for implementing new strategy in the sales organization and ensuring sustained execution. Activities that promote adoption are considered, as are approaches unlikely to result in successful implementation. Join us and equip your sales force for strategic...Read more