Resources

Setting quotas is a challenging process in and of itself, but an equally challenging yet often neglected aspect of quota management is the ongoing analysis and interpretation of quota effectiveness results. This webcast explores practical improvement ideas on how to regularly assess results and diagnose your need for change. Topics...Read more

Leading payroll and HR provider Paychex is doubling down on its sales organization after a banner year in 2017. While most companies would simply keep the status quo, Paychex has ramped up sales hiring and is implementing a new sales territory strategy. Join Paychex, Sales Management Association, and TerrAlign as...Read more

Winning sales organizations understand they must be agile when responding to changing buyer preferences. To do so successfully, they must first understand not just what buyers want from sellers, but how they prefer to buy, and the communications strategies that will drive the most effective engagement throughout the buying cycle...Read more

Gain first-hand knowledge into industry trends in sales compensation for planning and administration, based on recent survey results and 13 years of Xactly's live aggregated data. Learn the top challenges faced by compensation administration professionals, how to rate the effectiveness of your sales compensation administration process, and most important, tips...Read more

Sales organizations expend considerable effort in establishing agreements. These aren’t just limited to commercial contracts, but span a broad range of other agreements, both external and internally focused, such as non-disclosure agreements, pricing exceptions, license agreements, memoranda of understanding, statements of work, and many others. The practices, processes, and tools...Read more

Sales organizations are change-intensive environments. They hire, fire, train, assess, retool, restructure, and even recast the fundamental strategies with which they approach their buyers. This puts an enormous burden on sales leaders to understand the disruptive factors driving such changes, so they can successfully navigate the stormy environment. Join Vantage...Read more

This research explores salesperson training and development practices in sales organizations, with special emphasis on the use of technology to support sales force learning initiatives. Using purpose oriented technology applications in this way is often characterized as “sales enablement”. Key topics encompassed in the research include identifying management priorities and...Read more