Sales territory management presents distinct challenges for many different organizations. This webcast explores industry best practices on how to strategically align and manage your territories. Topics include: Unique aspects of sales territory alignment across multiple industries Infusing territory alignment approaches with data: inputs you need for a successful planning process...Read more
This research explores management practices related to territory design and optimization. It identifies how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research quantifies management’s satisfaction with current approaches, emerging trends in territory planning, and best practice approaches for optimizing salesperson assignments.
This research explores coaching practices in sales organizations. It identifies how organizations define sales coaching, and what activities and outcomes they assign to coaching initiatives. The research quantifies the prevalence and frequency of coaching activities, and management views of coaching’s importance to sales organization success. Lastly, the research identifies key...Read more
How do dynasties know when they are, and are not, on the right path? They measure everything, especially things their competitors don't measure. In this session we will distinguish between the typical sales metrics and the unique set of data exceptional sales teams will be using to drive dramatically better...Read more
Technology is a growing and increasingly strategic investment for sales forces. This research identifies how sales organizations prioritize technology’s potential benefits and quantify its return on investment (ROI). Various approaches for estimating ROI are examined, and various measures of technology impact are prioritized based on importance, accuracy, and prevalence of...Read more

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