Resources

2020 offered sales leaders a career’s worth of crisis management experience in the span of a few months. Yet the COVID-19 pandemic’s lessons for management are far from over. Sales leaders now must prepare for greater uncertainty, continued disruption, and increased volatility in the first six months of 2021. We're...Read more

Many organizations are beginning to focus on "revenue operations." By applying technology, process discipline, and an eye toward improving end-to-end customer experience, revenue operations initiatives can dramatically improve the efficiency, speed, and throughput of firms' growth efforts. In this webcast, Ash Finnegan, Conga's Digital Transformation Officer, offers a revenue operations...Read more

Sales leaders are always looking for ways to increase their sales teams' productivity. Digital documents allow salespeople to spend less time on paperwork and more time selling. Join this webinar to learn how digitally transforming proposals, quotes, invoices, and other document processes helps sales teams increase available selling time and...Read more

Online sites like Amazon use advanced analytics to personalize consumers' shopping experience, by making product suggestions based on similar consumers' preferences, for example. This can dramatically improve the shopping experience. Now business-to-business sales organizations are adopting similar strategies, mining deal-level data to anticipate buyers' needs. Machine learning techniques can identify...Read more

Sales organizations typically use a variety of performance measurement approaches. These include measures of financial outcomes (like sales revenue or sales quota achievement), but also activity measures such as number of calls made, demos given, or proposals generated. This research examines how sales organizations use various measures, and the performance...Read more

Many organizations use competency-based management programs as an over-arching framework for managing talent.  Competency-based management programs did not originate in the sales force, nor is their application unique to sales management.  Using competency-based programs in managing the sales organization yields significant benefits to many firms, and we believe it offers...Read more

Even before the global health crisis, sales organizations often operated in change-intensive environments. With the pandemic amplifying uncertainty in most sales organizations, many have undergone abrupt and substantial pivots in an effort to adapt to volatile demand and social distancing constraints. This webcast provides an initial look at recently concluded...Read more

The pandemic presents sales organizations with many challenges. For salespeople, adapting to virtual selling has also meant learning to cope with unaccustomed isolation, and reduced interaction with colleagues and customers. This has made staying motivated more difficult for many sales forces. This webcast provides management with strategies for increasing salesperson motivation...Read more