Resources

What happens when a salesperson accustomed to challenging the status quo becomes the status quo? Like the dog that catches the car its chased, or a gadfly unexpectedly elevated to political power (to wit: our current US political drama), those best at upending the present may offer dubious value in...Read more

Are your incentive compensation plans driving the right behaviors? Do you have the information you need to effectively plan your territories and quotas? Do you lack essential skills in your sales operations function? Sales Operations as a service is an approach that can address a growing sales operations function's challenges....Read more

According to the latest Sales Enablement Optimization Study from CSO Insights, the research division of Miller Heiman Group, the percentage of organizations that have a Sales Enablement function has grown by 69 percent since 2013, while only 1/3 of organizations have met or exceeded their Sales Enablement outcomes in the...Read more

This research investigates tactics used by firms in support of indirect sales channels ? the salespeople, agencies, affiliates, and networks engaged (but not directly employed) by sellers. Special focus is given to indirect salesperson effectiveness, and how selling firms can affect it with investments in content, technology, and training.

This research examines how sales organizations turn data into management ready insights. Doing so often involves aligning the efforts of two distinct populations: managers who must make decisions, and analytics support professionals. This latter group has access to data, but not always an understanding of how best to investigate them...Read more

This webcast summarizes findings from recently concluded Sales Management Association research on sales organization's analytics capabilities. The research explores how sales analytics are currently used to support sales leadership decision making; it identifies gaps between sales management needs and routinely available reporting output, and explores emerging analytics capabilities such as...Read more

This webcast focuses on deploying sales enablement technology. Addressing best practices in content mapping, training, and platform adoption it will equip sales enablement leaders with practical frameworks and actionable ideas for driving platform success.

Sales forecast accuracy is especially challenging in business-to-business organizations, and is frequently cited as sales operations? most important improvement priority. Join this web panel as we discuss five areas essential to effective sales forecasting, as supported by recent research from Ventana Research.