Resources

Successful incentive compensation programs are built on a foundation of disciplined governance. Yet for many organizations, incentive systems evolve reactively, accumulating years of exceptions, redundant plans, and inconsistent ownership. As a result, complexity erodes trust, complicates processes, and slows performance. This  webcast helps compensation leaders uncover and eliminate incentive program...Read more

Many firms update the incentive compensation plan each year, in response to changing strategy, shifting markets, or updated go-to-market structure. In this webcast, we present efficient approaches for managing key decisions and best practice change implementation practices Topics include: Using quantitative insights to identify plan improvement opportunities Building consensus for plan...Read more

Revenue enablement is a function approaching a crossroads with significant ramifications. Like its training and HR counterparts before it, revenue enablement functions must differentiate themselves as an essential business partner that provides value essential for growth. Those that cannot run the risk of being perceived as mere overhead expense. This...Read more

Sales Managers often wonder about the best recipe for hiring new salespeople. Is an experienced or a rookie salesperson a better choice?  What is the most effective approach to setting expectations for newly hired salespeople? What is the best strategy for newly hired salespeople? Should they focus on prospecting new...Read more

AI is changing the way sales organizations work, including core sales operations and enablement functions. In this webcast, we examine AI’s impact on sales performance management functions. AI adoption is paying dividends in improved efficiency and productivity, but is also expected to permanently change staffing models and organizational structure in...Read more

Sales planning is often tactically focused, addressing challenges like forecasting, goal setting, or incentive design. But many sales organizations consider their planning efforts ineffective, due to misaligned objectives, inadequate data, and late deliverables. High performing sales forces are benefitting from new approaches to sales planning. These firms are integrating planning...Read more

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Sales organizations are seeing incremental productivity gains from AI adoption. While significant to be sure, these impacts mostly fall short of the disruption suggested by AI’s unrelenting hype. Except when it comes to sales training. AI enabled training offers the most compelling and demonstrably value-creating application of AI for most...Read more