Resources

Florida State University's Leff Bonney recent research reveals the potential lasting impacts of the current pandemic on buying and selling over the net several years. Based on input from more than 250 buyers, 500 sellers, and 300 managers, it suggests how buyers and sales organization perceive the pandemic's impact differently,...Read more

Many sales organizations are attempting hard pivots in uncertain markets - selling restructured products and services, and addressing suddenly collapsing (or surging) demand. This webcast provides best practice approaches to rapidly re-skilling salespeople in dynamic market conditions, when learning objectives are likely to change quickly. The session offers: Practical, "how-to"...Read more

Culture eats strategy for breakfast, as management theorists have pointed out. But sales organizations don't give as much thought to culture as they do to strategy. Given the often autonomous nature of many sales roles, culture's impact can be especially important in shaping the decisions salespeople make, and their attitudes...Read more

Our ongoing survey of Sales Performance management (SPM) and Incentive Compensation management (ICM) providers offers a comprehensive look at these solutions’ offerings, capabilities, and effectiveness, based on feedback from practitioner users. The research also details general sales performance management practices and the technology applications used to support them. As an...Read more

COVID-19 forced sales organizations to embrace virtual selling models, and to virtually provision sales learning and development (L&D) activity. While available technology has proved useful in this effort, many firms have still met with unsatisfactory outcomes. As a result, many organizations are reevaluating their sales L&D investments, resources, and strategies...Read more

Fueled by the app economy and an explosion of software-as-a-service offerings, sales organizations of all kinds now incorporate subscription or recurring pricing. This presents unique challenges, especially for sales organizations accustomed to one-time or episodic revenues. In this webcast, we review the basic principles of sound incentive design related to...Read more

Learning sims aren’t new, but interest in them is taking off based in part on the pandemic’s impact. Job categories that require frequent training, and that have traditionally relied on classroom and in person training events are affected as these options have shuttered. Sales organizations especially so, since salespeople now...Read more

Sales organizations make ample and increasing use of "sales process" - routinized sales activities that organize and direct sales effort in ways thought to be most productive and efficient. This webcast offers the first look at recently concluded Sales Management Association research on a wide range of practices associated with...Read more