Resources

Our research shows that sales managers consider forecasting important, and that it consumes lots of the sales force's time. But most managers consider forecasting efforts fraught with bias, and therefore unreliable; and not surprisingly, most are unsatisfied with forecasting accuracy. A dispassionate observer might reasonably ask: If forecasting is both...Read more

In sales organizations where salespeople come and go, and sales strategies change each year, often the only constant is change. But management is still expected to profitably grow revenues each year, often without additional resources or budget. In such environments, territory management serves as an essential tool for sales operations...Read more

68% of B2B buyers say they find going online superior to interacting with a salesperson, up from 53% just two years ago. B2B sales is a dynamic and challenging world with modern buyers wanting to purchase from modern sellers. It's time for sales organizations to step up or be left...Read more

Dynasties consistently outperform their peers. Unfortunately, many sales organizations find themselves conflicted by their need to deliver near-term results and their desire to build a sustainable sales engine. Learn how to achieve both these objectives simultaneously in this web session.

Sales opportunities stalled due to no decision? wreak havoc on growth-focused sales forces. Over time, these stalled opportunities pile up, obscuring more actionable opportunities. Eventually, management finds these "sclerotic" pipelines of little use at all. Now new research indicates why so many opportunities fall victim to no decision, and how...Read more

Sales leaders often have more data than they know what to do with. This webcast helps sales leaders sort out the metrics that matter most to driving sales force performance. The last in our three part sales planning series, this session features approaches to coordinating key performance metrics across functions...Read more

Running headlong into the world of sales enablement? You're not alone. According to new research from CSO Insights, 59% of organizations surveyed now have a dedicated sales enablement function, a YOY increase of more than 26%. Another 8.5% cited plans to add this function in the next 12 months. In...Read more

Though not all firms radically redesign incentive compensation plans each year, many make changes intended to drive significant behavior changes and shifts in sales force focus. This session, the second in a three part series on sales planning, details how to ensure incentive compensation plan changes align with business goals,...Read more