Organizations usually look to increase revenue, but often lack clear action plans for achieving their growth objectives. This webcast examines three sources of revenue growth -- acquisitive growth, market growth, and organic revenue growth -- while suggesting analysis techniques that help management diagnose growth impediments, identify actionable priorities, and quantify...Read more
Salesperson activity is an important indicator of organizational productivity and effectiveness, but presents significant data collection challenges. Join us during this first look webinar as we investigate how sales organizations account for salesperson activity, and the nature of the insights they gain through such efforts. Topics addressed include the nature...Read more
This research examines sales organizations' sales performance management (SPM) practices. SPM, as popularized by sales technology solution providers, has come to refer to a portfolio of planning and resource allocation activities. These are sales budgeting, performance forecasting, territory design, salesperson deployment, quota allocation, and incentive compensation management. Our study identifies...Read more
Join us for a first look at the recently concluded research where we examine practices associated with sales performance management (SPM) in sales organizations. The practices include approaches to sales planning, performance forecasting, territory design, resource deployment, quota assignments, and incentive compensation management. The research will identify which elements of...Read more
Productive sales forces make sales process improvement a core competency. Most do so without comprehensively reengineering their sales process. Instead, they find incremental improvement opportunities, test new approaches, and frequently assess results. Over time, these changes accrue as substantial benefits, and include increased selling time, higher quality sales outcomes, and...Read more

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