Resources

United Rentals has 5000+ contractual agreements with its largest and most valuable customers. These agreements are primarily maintained by the sales team of 2000+ sales professionals who utilize Salesforce.com as the primary CRM platform. In addition to Salesforce.com the sales team is also heavily dependent on internal data that is...Read more

Territory and quota setting should be based on more than just financial measures of customer potential, or the market demographics of a certain geography. While these are important, best practice firms also consider the performance capability of salespeople and their available capacity. In this webcast, Sales Globe's Mark Donnolo makes...Read more

According to recent studies, ROI in training quadruples from 22% to 88% when reinforced with in-field coaching. Yet, 50% of reps are stuck in the middle, never graduating to top level performers. Erik Charles, vice president of product marketing at Xactly, talks through how to motivate and create a top...Read more

Sometimes we ask our members, who are sales effectiveness leaders and senior sales leaders, to name their most vexing challenges. A topic that always comes up? Sales forecasting. It's easy to see why. In many leaders' opinions, forecasting is undertaken with uncertain objectives, requires lots of effort, is fraught with...Read more

Sales operations functions serve a vital, strategic role in sales organizations, frequently engineering large scale change initiatives in sales coverage models, or comprehensive incentive plan revisions, or launching new offerings. Along the way, they must also respond to the sales organization's day-to-day tactical support requirements--like reporting, territory alignment, or compensation...Read more

Our five-part sales performance management fundamentals series continues with a session on sales territory planning. Planning sales territories is, in theory, simple: put the right salespeople on the right accounts with the right targets. In practice, however, it requires consolidating disparate data sets while actively collaborating with frontline sales--two things...Read more

We kickoff a five-part series on sales performance management fundamentals with a webcast on account segmentation and lead scoring by Rowan Tonkin from Anaplan and Tony Yeung from ZS Associates. This topic focuses on aligning sales coverage with marketing strategy, and touches on account reassignments, an often problematic issue that...Read more

Success in sales isn't based solely on following a set of mechanical, process-driven rules. It begins within the head and heart of the salesperson. Unfortunately, few managers are well equipped to understand a salesperson's internal drivers/barriers, much less have a meaningful discussion about them. Sales leaders end up ignoring the...Read more