Sales forces were forced to demonstrate unprecedented resilience over the past year, as they battled pandemic-related hardships and unanticipated challenges. There are indications that sales force resilience will continue to be critical during a period of unpredictable recovery. In fact, many signs point toward resiliency as the single most important...Read more
A rebroadcast of a previously aired session, this rebroadcast will feature live Q&A. Sales forces optimize territories to maximize salesperson productivity, but often overlook how salespeople themselves approach getting the most out of their territory assignment. This session considers approaches to rep-level territory management, and offers insights for firms interested...Read more
Sooner or later, most sales organizations substantially revise their sales strategy. These changes, which can include shifting targets, value propositions, channels, and sales process, must be accompanied by a corresponding realignment of salesperson assignments and performance expectations. Nimble sales forces can execute these changes quickly, using flexible planning approaches that...Read more
2020 offered sales leaders a career’s worth of crisis management experience in the span of a few months. Yet the COVID-19 pandemic’s lessons for management are far from over. Sales leaders now must prepare for greater uncertainty, continued disruption, and increased volatility in the first six months of 2021. We're...Read more

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