Resources

Using contests, spiffs, and special one-time incentives can help bring needed emphasis to fast-changing sales force priorities. But these incentive programs are also fraught with potential pitfalls. In this session we consider best practice approaches to incentive design and implementation in support of short term sales goals and contests. Scroll...Read more

As companies scale, they outgrow incentive compensation approaches better suited for earlier stage firms. If incentive compensation practices are not appropriately calibrated to a firm's growth phase, sales compensation can undermine the sales organization's growth trajectory. In this webcast we offer best practice approaches to incentive compensation for growing firms,...Read more

Sales leaders could be forgiven their skepticism when it comes to Artificial Intelligence (AI). Tech marketers (including many in the sales effectiveness space) are quick to brand any computational capability as "AI," while pundits have been touting AI's disruptive impact seemingly for decades. Nevertheless, AI, and the cognitive technologies derived...Read more

Sales forces were forced to demonstrate unprecedented resilience over the past year, as they battled pandemic-related hardships and unanticipated challenges. There are indications that sales force resilience will continue to be critical during a period of unpredictable recovery. In fact, many signs point toward resiliency as the single most important...Read more

A rebroadcast of a previously aired session, this rebroadcast will feature live Q&A. Sales forces optimize territories to maximize salesperson productivity, but often overlook how salespeople themselves approach getting the most out of their territory assignment. This session considers approaches to rep-level territory management, and offers insights for firms interested...Read more

Sales organizations were environments characterized by a high degree of change well before COVID-19; the pandemic's onset has compounded that change intensity. Adapting to changing circumstances frequently involves incentive compensation plan changes. In this webinar, we discuss the best ways to change sales compensation in response to changes in the...Read more

Sooner or later, most sales organizations substantially revise their sales strategy. These changes, which can include shifting targets, value propositions, channels, and sales process, must be accompanied by a corresponding realignment of salesperson assignments and performance expectations. Nimble sales forces can execute these changes quickly, using flexible planning approaches that...Read more

Sales forces optimize territories to maximize salesperson productivity, but often overlook how salespeople themselves approach getting the most out of their territory assignment. This session considers approaches to rep-level territory management, and offers insights for firms interested in better supporting execution at the territory level.