Resources

The technology to enable in-the-moment, situational coaching and learning has been available for a while. The messaging, content and skills training you need to serve up in that format? Not so much... until now. Just-in-time, situational coaching and learning is now a reality that will help your salespeople rise to...Read more

Today, sales leaders are often asked to make strategic decisions with incomplete or less-than-accurate information. In this environment, the challenge is to figure out which data is useful for increasing sales, and which isn't. In this webinar, our panel of experts will discuss strategies to sift through the data--to find...Read more

The hard part just got easy. Your sales team knows how to sell--that's their job, after all--but getting CEOs and other VIPs to schedule time with you is tricky enough to ground even the highest flying of your sales team. So what if that impossible-to-reach person wasn't so impossible to...Read more

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