Resources

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

Using workflow automation to simplify selling effort and increase efficiency, Siemens realized improvements in customer satisfaction and well as productivity. Join us as Siemens shares there experience with sales workflows and details best practices for automating sales process.

Every sales manager needs to strike the right balance between recognizing top performers and incentivizing strong sales growth all while ensuring the incentive compensation plan is fair, competitive, and profitable for the business. With the complexity of sales commission structures, there is no single right answer for how to set...Read more