Resources

Sales organizations are often distinguished by culture – the unique set of values, traits, and characteristics that seem to define their salespeople and approach to selling. This research investigates the impact of culture on sales organization effectiveness. It focuses on how companies value sales culture, their approaches to defining or...Read more

The well-known maxim, “Culture eats strategy for breakfast” is especially applicable to sales organizations. Sales forces with robust, performance-based cultures wield an advantage over peers based on their ability to attract, motivate, and retain the best sales talent. Just as strategy requires updating in response to changing circumstances, maintaining a...Read more

The new generation of salespeople is tired of the old way of learning. Having grown up with web and on-demand content, they want learning to be digital, mobile, and at their fingertips when they need it. In response, leading sales organizations are dismantling the aging conventions that have defined sales...Read more

Most managers would say they have a general grasp on what their salespeople do, but how much do they really know? Our research shows that most firms have little data on the sales force's day-to-day activities. This is remarkable, given that the sum total of these activities represents the firm’s...Read more

Management often has an incomplete understanding of salesperson activity, including the quantity and quality of sellers’ interactions with customers and prospects. Many tools attempt to address this gap in management insight: CRM, opportunity pipeline tracking, call recording, and AI based conversational analysis, among many others. This research investigates how firms...Read more

Enlightened leaders know that culture can attract, enable, and drive high performers. In sales organizations, aligning culture and accountability is a challenge, especially given today’s environment. In this webcast we explore aspects of performance-based sales cultures – their characteristics, their impact on productivity and salesperson engagement, and the managerial actions...Read more

Annual sales kickoff meetings can be hugely effective in preparing the sales team and setting the tone for the year ahead. The best kickoff meetings are planned well in advance, and this webcast offers attendees an early preparation checklist to make the most of next year’s kickoff meeting.

Firms often add salespeople, and in doing so split or reassign sales territories. This is potentially warranted anytime customer and market demands outgrow a firm's current coverage scheme. But splitting territories is fraught with peril and many sales organizations do it hastily, creating earnings imbalances, misaligned opportunity that diminishes overall...Read more