Resources

Join us for our latest research insights on Assessment of Sales Opportunities. This initiative investigates how accurate sales predictions are and what can be done to improve them. To best allocate resources and effort, sales management assesses opportunities in the pipeline. Bias can cause the sales force to overestimate or...Read more

Do you know where the future of sales comp is going? Attend this webinar to find out. Join Steve Marley and Chad Albrecht, principals at ZS Associates and authors of the upcoming book The Future of Sales Compensation. The authors share their vision for the direction of the sales compensation...Read more

Join us for our latest research insights on sales manager training. The ROI for sales manager training is driven by higher productivity and better retention. In this research initiative we are identifying sales manager training practices in business-to-business firms, and the development activities considered most effective for sales managers. This...Read more

Coaching salespeople improves their performance, and drives improved firm sales growth. Few managers would contest this assertion, and research, including our own, shows that firms investing in sales coaching outperform their peers. Nevertheless, coaching is inconsistently practiced, poorly delivered, and woefully supported by most firms. This webcast explores how emerging...Read more

Building a "learning sales organization" - a sales force that values continuous development, responds quickly to market changes, and adapts to changing priorities - doesn't happen overnight. It requires a careful capability building, and significant culture change for many organizations. This webcast reveals how high-performing sales forces make learning a...Read more

Join us for our latest research insights on leading the social sales force. Social media is among the many technologies refashioning business-to-business buying and selling. Social selling -- the systematic use of social media to enable salespeople -- offers promise to sales organizations looking for new approaches to reaching and...Read more

Join us for our latest research insights on Sales Planning Practices. Sales planning allows sales organizations to align with business strategy, organize resources, and prioritize action plans. Planning required of sales management encompasses a wide range of disciplines, from forecasting and budgeting to establishing objectives at multiple organizational levels. This...Read more

Sales organizations allocate investments across a varied portfolio of growth opportunities. Given finite resources, sales management’s challenge is to calibrate these investments (in personnel, technology, collateral, tools) such that profitable firm sales are optimized. These sorts of decisions are myriad in even the simplest organization; they include explicit investments made...Read more