Resources

The CRM promises enormous potential for improving sales organization productivity, but companies have had mixed success in leveraging CRM to drive transformational sales effectiveness improvements. This research attempts to understand CRM's impact on sales organization effectiveness, identifies what drives successful CRM deployments, and prioritizes where organizations can improve their utilization...Read more

Teaching and selling share common challenges. That glazed look in a reluctant prospect's eyes? It's surely familiar to teachers, who, like salespeople, too often lecture instead of interacting. (Anyone? Anyone?) Just as sales forces are rethinking how to engage customers, educators are similarly innovating in the classroom. In both cases,...Read more

How do you know if your sales plans are delivering on their promises? What if you need to make course corrections or new opportunities are presented? Are you ready to answer these questions?  Every year, it’s the same cycle, you model the right territories, set quotas, model variances, build plans,...Read more

If you're a sales leader, you understand how vital it is to improve sales productivity. Listen to this webinar in which Joe Galvin, Chief Research Officer of the MHI Research Institute, shares the latest data on productivity drivers that support sales leaders in making decisions about strategic investments to drive...Read more

Sales managers crucially influence overall sales force performance. How do firms ensure managers are measured on the most impactful metrics? Results from our recent survey explores how firms define and measure the effectiveness of their first-line sales managers (FLSMs). Specifically, we examine: What tools and processes are used to define,...Read more

In many companies today, the sales department is managed independently of the Human Resources function. Sellers are naturally different in that they hold more of the fate of the company's fortune in their hands than any other line of business. Join Peter Ostrow, VP and Group Director at the Aberdeen...Read more

This research examines our recent study of emerging trends and best practices for sales leadership as it relates to sales forecasting in business-to-business organizations. We identify core practices, processes, and resources considered essential to forecasting; reveal factors that contribute to effective sales forecasting; and determine how salespeople and managers interact...Read more

How much will your organization sell this year? Who will sell it? When? And at what margin? Being able to answer these questions not only helps you set investor expectations, it enables you to implement accurate sales quotas, design effective compensation incentives, and drive performance. Join Donya Rose, director at...Read more