Resources

How much will your organization sell this year? Who will sell it? When? And at what margin? Being able to answer these questions not only helps you set investor expectations, it enables you to implement accurate sales quotas, design effective compensation incentives, and drive performance. Join Donya Rose, director at...Read more

This webcast features business leaders from TinderBox and Angie's List describing how their firms drive predictable sales results. Areas of focus include creating a repeatable process, developing effective messaging and value delivery, and ensuring consistent messaging.

Industry research illustrates emphatically that effective selling is being disrupted by more forces than ever before. Against this backdrop of increasing change, there are literally hundreds of ideas and solutions that potentially could improve the capabilities of your sales organization. And so, in today's world of hyper-change, what does the...Read more

Wall Street has punished your stock for missing your revenue estimates. Your CEO realized that your revenue actuals and forecasts were out of sync. FP&A had no time to course correct because your revenue models were a tangle of spreadsheets and disconnected apps. You lost time dumping sales data to...Read more

Immediate access to actionable customer insights help salespeople identify the best customers and geographies to target, tailor each customer interaction, and drive business to meet their goals. Without this readily-available insight, salespeople waste time pouring through data from multiple sources and trying to interpret what it means. Join Kelly Tousi,...Read more

Successful territory mapping can help create focus and accountability, especially when synchronized with well-designed incentive compensation. Do your territory assignments help guide your reps to do their best or just box them in? Join Clinton Gott and Per Torgersen, principals at Better Sales Compensation, for an in-depth discussion on realizing...Read more

A study of emerging trends and best practices for sales leadership. This research examined sales forecasting in business-to-business organizations. Research questions identified core practices, processes, and resources considered essential to forecasting; revealed factors that contribute to effective sales forecasting; and determined how salespeople and managers interact in sales forecasting initiatives.

New technology, new research, and an evolving work force are changing the landscape of sales compensation. Listen in on this webinar to find the 5 biggest trends shaping sales compensation, why they re occurring,and what it means for your role. Specifically, we will cover: Globalization of sales compensation and thecentralization...Read more