Recent surveys of sales, sales operations, and executive leaders found that optimizing “sales strategy” is expected to have the greatest impact on sales force productivity. (Greater than improving pipeline management, quota setting, sales compensation, or sales training.) Given it’s perceived importance, you’d think most companies would be good at sales...Read more
By applying data analytics, sales organizations can increase effectiveness through greater coverage, better-aligned territories, and more timely interventions with at-risk sales people. But few organizations make the best use of data often readily available to management. This webcast describes how sales organizations can get the most out of performance data,...Read more
Reprinted with permission from The Journal of Personal Selling and Sales Management. A national random sample of industrial salespeople was surveyed to examine the effects of salespeople’s perceptions of top management long-term orientation, top management emphasis, and top management risk aversion on customer-oriented selling behaviors. The results indicated that perceived...Read more
Using emerging mobile technology and a focus on improving sales meeting effectiveness, Recall launched a pilot program to test the effectiveness of virtual sales coaching. This session features their experiences and presents compelling insights into the future of technology-enabled virtual coaching for sales organizations. Presenters focus on technology implementation issues,...Read more

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