Resources

Account Based Marketing (ABM) and Account Based Selling (ABS) are technology based approaches for segmenting growth efforts in important accounts and prospects. These approaches solve long standing frustrations with typical marketing efforts' inability to customize messaging, and CRM's shortcomings in managing enterprise buying and sales processes. In this webcast we...Read more

Most sales organizations have a sales process – a sequence of activities or milestones that organize selling effort. Its purpose is to measure progress in specific sales opportunities, track and guide sales activities, sometimes even to provide a basis for forecasting results. Sales process is universally acknowledged as important by...Read more

This research examines the current state of salesperson onboarding as well as expected trends. In addition, it considers which current onboarding practices are associated with better outcomes. The survey was completed by 157 respondents from both firms that sell to other firms (B2B) and firms that sell to consumers (B2C)....Read more

The sales organization’s ability to onboard new salespeople profoundly impacts overall sales productivity. Quantifying these impacts helps establish a business case for onboarding investments. Join us for a webinar in which we detail multiple ways onboarding impacts sales force performance, including decreased salesperson ramp time, enhanced salesperson retention, higher win...Read more

Changes in sales strategy require careful implementation. In this webcast we explore best practices for implementing new strategy in the sales organization and ensuring sustained execution. Activities that promote adoption are considered, as are approaches unlikely to result in successful implementation. Join us and equip your sales force for strategic...Read more

Will the culture you build in the sales organization help you meet your 2020 goals? In the rush to embrace everything changing about the sales profession, it's easy to overlook the enduring qualities that have always been true of great salespeople, and that are often embodied in culture. These include...Read more

Competency frameworks offer a foundation useful for talent management and organizing principle for learning investments. But they're frequently seen as an HR or Learning and Development concepts by the sales organization. In this panel discussion, L&D and sales leaders from FedEx Office discuss how they make competency based L&D a...Read more

Incentive compensation is often the sales organizations largest expense, and it garners the lion’s share of attention from salespeople and management when compensation related issues arise. But firms also make sizable investments in other forms of compensation on behalf of the sales force. These other forms of compensation include base...Read more