• Optimizing Sales Territory Design

    This research explores management practices related to territory design and optimization. It identifies how organizations assign salesperson responsibilities for prospects, customers, and geographies....

  • Salesperson Onboarding

    Onboarding programs deliver learning and development resources to new salespeople in an effort to speed time-to-productivity. This study examines sales onboarding practices in business-to-business fir...

  • Sales Operations Competencies

    This research identifies professional competencies important to sales operations, sales enablement, and other sales force effectiveness functions. It prioritizes competencies considered most critical ...

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