Resources

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

Smart devices, cloud platforms, and mobile applications promise productivity increases for sales organizations. By 2020, 450 billion business transactions will take place on the Internet daily, and already mobile device sales are out-pacing those of PCs. But some sales organizations may find themselves scrambling to keep pace with these changes,...Read more

The most crucial connection in an organization seeking to grow is between sales and strategy. US companies, for example, spend more than 3x on sales efforts than they spend on all media advertising and 20x more than the total spent on digital marketing. Yet, research indicates that, on average, companies...Read more

Sales organizations thrive in competitive environments, but how should sales leadership respond when competitors take unfair advantage? This webcast reviews several common competitive scenarios faced by sales management, explains their legal context, and suggests proactive management approaches for avoiding outcomes disadvantageous to your firm. Presented by Elarbee Thompson attorneys Richard...Read more

Automating sales process holds great promise for improving sales force productivity. In this webcast we review findings from our recent research initiative on sales process automation, focused on how, why, and to what extent sales organizations are automating core sales processes. Research focus areas include: Which core processes are most...Read more