Resources

NielsenIQ is an industry leader in global measurement and data analytics, and a trusted source for retail and consumer intelligence. The firm serves retailers, manufacturers, and partners with the insights required to make critical decisions confidently, accelerate growth, and optimize performance. NielsenIQ's 30,000 employees operate in 100 markets, covering more than 90%...Read more

Sales leaders have an infinite number of options in developing sales plans. The challenge is in focusing a finite set of resources to give each seller the best opportunity to hit their number, and deciding when – and how – to pivot when things aren’t going according to plan. Accommodating...Read more

Many firms now embrace the term “revenue operations” (or “revops”) in addressing a range of customer impacting activities. Some might dismiss revops as another buzz-phrase cresting its hype cycle, but revops is gaining traction as an emerging discipline, and embraced by many firms with newly badged revenue operations functions. They...Read more

Call coaching – management guidance focused on improving how salespeople directly interact with buyers – can yield huge gains in overall sales effectiveness. Effective call coaching programs address essential skills and the activities that matter most for sales organizations. But few sales organizations do call coaching well. Some fail to...Read more

Sales managers play a critical role in the sales organization. As first-line managers, they have maximum influence on salesperson performance day-to-day; as leaders, they are instrumental in directing large-scale change initiatives. Their influence, therefore, spans a broad range of tactical and strategic outcomes, one reason why many consider the sales...Read more

Legal review is an important and necessary stage in many sales cycles, but can often be the source of painful bottlenecks. This webinar offers best practice approaches to increasing cross functional alignment with the legal department to streamline collaboration, improve quality, eliminate needless delays, and speed deal flow.

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