Resources

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

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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.

All of a sudden, it seems, sales leaders face a much different pool of available sales talent than the one they're used to. Salesperson turnover is high, candidates are scarce, recruiting is slow. Multiple factors are contributing to this: the much ballyhooed "Great Resignation," a tightening labor supply, demographic shifts...Read more

Sales leaders again face an unfamiliar business environment. COVID's ongoing impact contributes to this uncertainty, as does the compounding impact of the "Great Resignation." Amid all this disruption, one thing hasn't changed: sales management's accountability for performance results. How are high-performing sales leaders delivering despite the seeming chaos? Not by...Read more

Most sales organizations would benefit from small tweaks and subtle changes in how they deploy salespeople and assign opportunities to them. These small changes can yield significant overall improvements in productivity and selling capacity. In this webcast, we review a series of "hacks" - small changes often overlooked and within easy...Read more

Sales organizations employ planning in a variety of ways. This research surveys our membership on these wide-ranging practices in order to determine the current “state of sales planning.” In addition to describing the current practice, the research will clarify levels of planning effectiveness as currently practiced, determine a set of...Read more