Resources

It’s planning season for sales organizations – a whirlwind of activity that includes reviewing performance, assessing forecasts, assigning growth targets, building budgets, aligning territories, and allocating quotas. Unfortunately, many sales plans don’t produce what the sales organization most needs: insight into what changes are required to meet performance expectation, and...Read more

A recent Aberdeen report on sales performance effectiveness reveals that there’s a large gap between best-in class firms and the rest of the pack when it comes to meeting quotas. While 84% of the best-in-class companies met quota, only 55% of average and 15% of laggard companies reported hitting their targets....Read more

By now, most companies have put in place an Incentive Compensation Management system to automate incentive calculations. Discover the 5 most common things that are holding back these companies from truly realizing the promise of Sales Performance Management systems. From poorly designed dashboards to ineffective use of data, most firms...Read more

Sales enablement solutions – even successfully implemented ones – don’t always improve salesperson effectiveness. Instead, they improve Marketing’s ability to reliably deliver content into the hands of prospects and customers. Along the way, actual selling activity often gets lost. Today’s savvy buyers have heightened expectations of your reps, often giving...Read more

Management spends plenty of effort designing salesperson incentive compensation plans, but the first-line sales manager pay plan is often an afterthought. This webcast reviews essential plan design principles important for first line sales managers; explores common plan design pitfalls; and takes a close look at three commonly-used manager pay plans.

Sales organizations must do more than simply grow the top line – they must grow revenue profitably. And most firms empower salespeople with enough decision-making authority to impact profitability. Decisions that involve pricing, product mix, solution development, and customer expense management can all profoundly affect profits as well as sales....Read more

Social selling - a trendy, yet ill-defined phrase. How many business-to-business salespeople are actually using social media to sell – and how? In this session we introduce a framework for leveraging social media to improve sales productivity, and share examples of sales organizations who have unlocked the power of social...Read more