Resources

Change happens. And in today's business environment, it happens more quickly than ever. With the globe connected by technology, world economies feel interlocked, the lines often blurred into one continuous operational environment. For sales organizations, managing change can sap the time and resources of everyone from management to the field...Read more

As B2B buying cycles grow more complex, sales professionals must continually acquire and adopt new skills to compete and win. Yet too often, when evaluating their team's performance, sales managers focus exclusively on metrics such as quarterly bookings or quota achievement. Of course, these are important but they are also...Read more

The sales force remains one of the largest single-expense lines on a company’s balance sheet, and sales effectiveness leaders continually struggle with the concept of measuring investment versus return in increasing the effectiveness of the sales force.  This research attempts to quantify the success of sales force effectiveness (SFE) initiatives,...Read more

Few companies would discourage salespeople from making sales calls, even when sales effort reaches the point of diminishing returns. But that’s exactly the right thing to do, when incremental activity no longer correlates with incremental sales. Response curves help management determine how many sales calls – or other sorts of...Read more

MHI Research Institute's Tom Chamberlain presents findings from MHI's recent research in a special webcast for the Sales Management Association's audience. Now in its 12th year, the MHI Sales Best Practices Study captures and measures the behaviors, attributes and performance of World-Class Sales Performers, providing a foundation for benchmarking organizations...Read more

In this webinar, you will see how sales analytics and dashboards become part of the sales team daily routine. The focus will be on dashboards that sales leverage to manage their time, measure performance, collaborate globally, strategically target territories, and more! Tableau Sales Vice President of Sales Operations will show...Read more

The CRM promises enormous potential for improving sales organization productivity, but companies have had mixed success in leveraging CRM to drive transformational sales effectiveness improvements. This research attempts to understand CRM's impact on sales organization effectiveness, identifies what drives successful CRM deployments, and prioritizes where organizations can improve their utilization...Read more

Teaching and selling share common challenges. That glazed look in a reluctant prospect's eyes? It's surely familiar to teachers, who, like salespeople, too often lecture instead of interacting. (Anyone? Anyone?) Just as sales forces are rethinking how to engage customers, educators are similarly innovating in the classroom. In both cases,...Read more