Resources

Sales organizations have no trouble setting objectives, but often fail to clearly articulate strategy. As a result, salespeople may understand how much they’re expected to produce, but are unclear on how best to make their number. Sales strategy -- a plan of action to achieve a sales goal -- helps...Read more

Getting adoption for sales methodology is not easy. It requires changing salesperson behavior, and changing behavior at the organizational level is hard work. This webcast addresses the critical determinants of success in sales methodology implementation and adoption. Featuring sales transformation expert Mike Kunkle from SPARXiQ, this session covers: Why adoption...Read more

Firms expect a lot from their sales compensation programs. They design sales comp plans to motivate and direct salespeople, to attract and retain top performing talent, and to produce sales results aligned with business objectives and strategy. But the sales comp plan’s effectiveness isn’t always self-evident. How do managers gauge...Read more

Successful incentive compensation programs are built on a foundation of disciplined governance. Yet for many organizations, incentive systems evolve reactively, accumulating years of exceptions, redundant plans, and inconsistent ownership. As a result, complexity erodes trust, complicates processes, and slows performance. This  webcast helps compensation leaders uncover and eliminate incentive program...Read more

Many firms update the incentive compensation plan each year, in response to changing strategy, shifting markets, or updated go-to-market structure. In this webcast, we present efficient approaches for managing key decisions and best practice change implementation practices Topics include: Using quantitative insights to identify plan improvement opportunities Building consensus for plan...Read more

Revenue enablement is a function approaching a crossroads with significant ramifications. Like its training and HR counterparts before it, revenue enablement functions must differentiate themselves as an essential business partner that provides value essential for growth. Those that cannot run the risk of being perceived as mere overhead expense. This...Read more

Sales Managers often wonder about the best recipe for hiring new salespeople. Is an experienced or a rookie salesperson a better choice?  What is the most effective approach to setting expectations for newly hired salespeople? What is the best strategy for newly hired salespeople? Should they focus on prospecting new...Read more

AI is changing the way sales organizations work, including core sales operations and enablement functions. In this webcast, we examine AI’s impact on sales performance management functions. AI adoption is paying dividends in improved efficiency and productivity, but is also expected to permanently change staffing models and organizational structure in...Read more