Enlightened leaders know that culture can attract, enable, and drive high performers. In sales organizations, aligning culture and accountability is a challenge, especially given today’s environment. In this webcast we explore aspects of performance-based sales cultures – their characteristics, their impact on productivity and salesperson engagement, and the managerial actions...Read more

Annual Sales Kickoff Meetings: Your Early Preparation Checklist 
20 September 2022
Register to read full article
Annual sales kickoff meetings can be hugely effective in preparing the sales team and setting the tone for the year ahead. The best kickoff meetings are planned well in advance, and this webcast offers attendees an early preparation checklist to make the most of next year’s kickoff meeting.

Territory Changes – How and When You Should Split, Add, or Adjust Sales Territories 
8 September 2022
Register to read full article
Firms often add salespeople, and in doing so split or reassign sales territories. This is potentially warranted anytime customer and market demands outgrow a firm's current coverage scheme. But splitting territories is fraught with peril and many sales organizations do it hastily, creating earnings imbalances, misaligned opportunity that diminishes overall...Read more

Sales Tech Spotlight: How Conversational Intelligence is Automating Sales Management Insight 
14 July 2022
Register to read full article
Many firms use “conversational intelligence” to process mountains of recorded customer content. This AI-powered technology has advanced quickly over the past few years, though much of its value has been superficial, limited to flagging specific words or phrases. Newer advances in conversational intelligence are starting to yield richer insight streams,...Read more
Many sales organizations give little thought to route optimization, leaving this level of planning to salespeople. But optimizing travel through route planning represents a sizable efficiency improvement opportunity. This is true not only for sales territories with consistent travel patterns, but also for those where last minute changes call for...Read more

2022 Sales Force Productivity Conference 
7 June 2022
Register to read full article
... You must be a member to access to this resource. Please log in, or consider becoming a member, or contact Member Services for assistance.Upgrade your membership

What Kind of Feedback Design is Best for the Next Generation of Salespeople? 
19 May 2022
Register to read full article
A critical issue in sales performance management is how to best use performance feedback. Important for directing salesperson behavior, performance feedback also profoundly impacts salesperson motivation. Generation Z's arrival in the salesforce heralds a new wave of younger salespeople, with distinct characteristics, values, and preferences related to how they respond...Read more
Effective sales managers must tame what often seems like the world's busiest job. In this session, we consider tips and tactics that help sales managers get more done with less time. Intended for both new and seasoned sales managers.