Resources

Sales performance reporting guides leadership’s decision making, and represents an important information management priority for many firms. This research investigates the use of performance reporting in business-to-business sales organizations, and identifies management priorities and best practices. Specific areas of focus for this research include: Identifying current approaches for provisioning sales...Read more

Quota setting is consistently at or near the top of the list of sales compensation challenges for most companies. One reason is because ineffective quotas can derail even a well-designed sales compensation program. Many sales organizations consider poorly-set quotas among the chief threats to sales force motivation. Prevailing practice contributes...Read more

Sales compensation programs are a treasure trove of data. The best companies know that it's important to make optimal use of such information - but it hasn't always been easy. This webinar will explore how new developments in natural language-based cognitive computing promise to help your compensation team see non-obvious...Read more

When they work, onboarding programs improve salesperson productivity and new hire success rates, which can profoundly impact overall sales organization performance. Yet onboarding approaches vary in scope, intensity, and outcomes across firms. This study offers a survey of onboarding practice in business-to-business sales organizations, identifies onboarding program elements that contribute...Read more

What better way for sales leaders to ring in the New Year than taking a nice look back on 2014’s job market. In this webinar, we will shed light on the employment market as it applies to sales organizations.  We will be taking a deeper look at the economic trends...Read more

There's lots of talk about aligning sales and marketing. But the truth is, sales and marketing may always butt heads. It's the natural consequence of competing agendas in resource-constrained corporate environments. This webcast presents effective strategies for sales leadership in resolving the inevitable with marketing. Topics include: Common points of...Read more

Why is it that just weeks after a sales manager training, everything goes back to the way it was, as if the training never took place? When this happens, a company may conclude that sales training is a waste of time and money, but you know that the problem isn't...Read more

We are well-aware of the need for new business, but how often are sales forces leaving money on the table with existing accounts? In this webcast, we will offer insights for enabling the sales force to identify potential, strengthen relationships, and grow opportunities within established accounts. Specifically, we will address...Read more