Resources

The emergence of vast amounts of data from multiple sources, generating new information every second, has empowered buyers more than ever before. This is causing a paradigm shift in sales from being reactive to proactive, and from instinct-driven to insight and data-driven. To exceed skyrocketing expectations of its customers, modern...Read more

Building on what we learned in our second session in this series on defining the sales process, here we extend that logic to sales leaders leveraging examples from sports dynasties. In this session we discuss the critical role coaching plays in near-term and sustainable sales performance. We also provide a...Read more

How can you drive increased revenue from sales performance management technology? What critical capabilities are most likely to improve your sales execution and operational efficiency? These questions deserve some discussion and guidance at the beginning of a new year. Join sales performance experts Mark Smith, CEO & Chief Research Officer...Read more

Territory and quota management are linchpins in any effective sales performance management system. In this web panel, we reviewed key concepts of sound territory and quota design, and discussed best practices related to these disciplines.

Whether business or sports, dynasties have clearly defined processes for key behaviors and systems to support execution. Selling is no different but many sales teams are torn between their desire for predictability and their inclination toward creativity. In this second session in a series on building a sales dynasty we...Read more

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