Deal reviews give managers two valuable opportunities: one to get insight into sales pipeline, another to coach and develop salespeople. Effective managers capitalize on both, using reviews to help close specific deals, but also to make salespeople more effective over the long term. This web panel examines deal review best...Read more
The "service recovery paradox," a known effect in B2C sales is now a proven B2B phenomenon. Simply put, the Service Recovery Paradox says that it is possible to recover from a service failure or problem with a customer in a way that creates even greater customer loyalty and satisfaction than...Read more
Setting sales quotas is a tricky thing. Set quotas too high and salespeople lose motivation. Set them too low, and you may distort sales force performance and incentive expense. This webcast examines approaches for individualized sales quota setting, and includes these topics: How flexible templates can organize quotas by salesperson...Read more
Most organizations face sales compensation challenges such as overpayments, underpayments, and recurring disputes. Many assume the problem lies with inefficient compensation plans and calculation errors. But a review of decades' worth of sales compensation administration experiences reveals an altogether different root cause for such errors: poor data quality, and inefficient...Read more

Become a member

Become a member