Resources

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.

This research investigates the range of training and development practices utilized by sales organizations. These practices are rapidly evolving in response to emerging technology and the quickening pace of change in sales job content and learning objectives. This study illuminates which approaches yield the best results for sales forces, and...Read more

Join us for a first look at a recently concluded research on how salespeople prefer to learn, and the effectiveness of various learning delivery approaches. This webcast examines training modalities such as in-the-field coaching, online courses, and classroom instruction, as well as more specific communication media such as web, print,...Read more

Sales positions are notoriously tricky to recruit for, and high performing salespeople challenging to retain. Join us for a first look at recently concluded research as we investigate sales force practices in hiring, onboarding, and retaining key performers. It identifies root causes of salesperson churn, methods used by organizations to...Read more