Resources

The New Year is an excellent time to reexamine the sales enablement initiatives. This webcast reviews how to craft a coherent sales enablement strategy around practical objectives for 2017, focusing on foundational ideas relevant to firms just starting their enablement journey, as well as best practice approaches for optimizing existing...Read more

Sales organizations have always invested in their most important customers, by providing customized solutions, dedicated personnel, and other resources. More recently, firms are adopting these high-touch approaches to broader customer segments, using enabling technology and anemerging discipline known as “Account-Based Marketing (ABM)”. Account-Based Selling (ABS) describes how sales forces execute...Read more

This webcast features a first look at recent research on sales channel enablement. The research examines support tactics for indirect sales channels -- salespeople, agencies, affiliates, and networks engaged (but not directly employed) by vendor firms. Special focus is given to indirect salesperson effectiveness, and how selling firms can affect...Read more

Sales forces are change-intensive organizations. With each new shift in market demand or buyer preference, sales organizations may change sales messaging, sales performance expectations, or job descriptions; in some cases, firms may even recast fundamental assumptions of how their salespeople deliver value to customers. Managing through this kind of change...Read more

Our five-part sales performance management series continues with a session on targets and incentives. Setting sales targets and performance incentives are complex sales management challenges. Leadership must balance the need to incentivize while minimizing over-payment risk. This webcast offers frameworks and best practices for establishing effective sales objectives and incentives.

With a strong enough pipeline, sales teams can consistently hit their numbers. Where should sales leaders invest to ensure a healthy and sustainable pipeline? In this webcast, we help make sense of the dizzying array of pipeline investment alternatives, such as sales development roles, sales communication platforms, and account-based marketing...Read more

Sales compensation overshadows other sales-related expenses, and at times dominates the sales organization's attention. Firms' ability to design, adapt, administer, and communicate their sales compensation programs is therefore a significant management concern. This research examines current sales compensation management practice, quantifies factors differentiating high and low performing firms in this...Read more

Focus areas for this research include: Identifying how sales operations function drive efficiency in core responsibilities like reporting. Measure the ideal and actual focus on strategic issues by sales operations departments. Cataloging emerging and innovative practices contributing to sales operations' success in balancing tactical and strategic responsibilities. Sales operations staffing...Read more