Resources

Sales organizations often change in response to shifting market conditions, competitive pressure, or shifts in demand or buyer preferences. Sometimes those changes rise to the level of “transformational” change, involving wholesale restructuring or strategic realignments of selling resources. In this panel, senior sales and sales operations leaders discuss their experiences...Read more

Many sales organizations use a combination of inside and outside salespeople, but struggle to determine the optimal mix of the two. New academic research helps address this challenge. Using data from 194 firms and a review of current practices, researchers examined the relationship between the use of inside sales roles...Read more

Changing the sales compensation plan is fraught with peril. Poorly thought out changes can tank morale, erode productivity, and trigger salesperson turnover. A recent Sales Management Association research reveals that firms with the most amount of sales comp program change are least likely to have effective sales compensation programs - suggesting...Read more

Sales organizations consider coaching an important management role and a critical driver of sales force effectiveness, but few firms effectively coach salespeople. Many fail to elevate coaching among competing manager priorities, while others deliver training, performance feedback, or training, rather than true coaching. This webcast focuses on skills coaching. It...Read more

Firms expect a lot from their sales compensation programs. They design sales comp plans to motivate and direct salespeople, to attract and retain top performing talent, and to produce sales results aligned with business objectives and strategy. But the sales comp plan's effectiveness isn't always self-evident. How do managers gauge...Read more

Many business-to-business firms use sales engagement or marketing automation platforms. These solutions track buyers' online behavior, and guide and automate many selling activities. Firms marketing these solutions claim they improve sales effectiveness and productivity, but their true benefits to sales organizations remain unclear. In new research, a team of academic...Read more

In high-performing sales organizations, effective sales compensation plans share a common decision logic and design framework. These rules are generally well known among incentive design specialists, but are missing from many business-to-business firms’ sales compensation programs. Ignoring these time-tested design guidelines and rules often results in ineffective sales compensation plans....Read more

Sales compensation plans change frequently, but plan changes can easily misfire. Effective sales comp plan changes align the interests of multiple stakeholders in the firm while providing the sales force with understandable and achievable incentives. In this webcast, we offer a management guide to preparing the organization for sales compensation...Read more