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
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
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

Become a member

Become a member