Resources

Employee attrition is costly for any firm function, but in sales it can jeopardize the firm's ability to make its number. In this webcast, we'll evaluate various models for quantifying salesperson attrition's impact and discuss how to select the best model for use in planning. Other topics include: Sensitivity analysis...Read more

Deal reviews give managers two valuable opportunities: one to get insight into sales pipeline, another to coach and develop salespeople. Effective managers capitalize on both, using reviews to help close specific deals, but also to make salespeople more effective over the long term. This web panel examines deal review best...Read more

The "service recovery paradox," a known effect in B2C sales is now a proven B2B phenomenon. Simply put, the Service Recovery Paradox says that it is possible to recover from a service failure or problem with a customer in a way that creates even greater customer loyalty and satisfaction than...Read more

Setting sales quotas is a tricky thing. Set quotas too high and salespeople lose motivation. Set them too low, and you may distort sales force performance and incentive expense. This webcast examines approaches for individualized sales quota setting, and includes these topics: How flexible templates can organize quotas by salesperson...Read more

Most organizations face sales compensation challenges such as overpayments, underpayments, and recurring disputes. Many assume the problem lies with inefficient compensation plans and calculation errors. But a review of decades' worth of sales compensation administration experiences reveals an altogether different root cause for such errors: poor data quality, and inefficient...Read more

Your sales force is the most important conduit for delivering information and insights to buyers which help them make informed decisions. Yet, many sales enablement organizations continue to take ad hoc approaches in their attempts to empower sellers to have the right conversation with their buyers, at the right time....Read more

Sales quotas and incentives have a big impact on sales productivity. Discover the data linking these two functional areas and learn how best-in-class systems can bring quotas and sales objectives into alignment. In this webinar, you will learn how to strategically design sales incentive systems that supports price and margin...Read more

Bringing together the world’s foremost sales thought leaders from practice and academia, the Thought Leadership on the Sales Profession is held every two years at premier business schools. Past events have been hosted at the Harvard Business School, Columbia Business School, and HEC Paris. The 2019 conference takes place 30-31...Read more