Resources

Sales compensation is the sales organization's biggest expense by far, and an important growth investment for most business-to-business firms. But sales compensation programs routinely fall short of expectations. Sales Management Association’s research shows only about one-third of sales organizations consider their sales compensation programs effective. Firms with effective sales compensation...Read more

Sales organizations face persistent pressure to adapt — to changing market conditions, shifting customer preferences, new competitive influences, and many other factors. Adapting often requires salespeople to develop new knowledge, capabilities and skills. This research examines the range of sales learning and development investments management makes in an effort to...Read more

Sales leaders often talk about sales culture, but how many work proactively to shape positive cultures in their organizations? Many assume culture is a construct too vague to define, let alone manage. In doing so, they miss an opportunity to harness one of the most impactful drivers of sales productivity....Read more

A quick way to increase productivity in business-to-business sales forces is through efficient sales territory design. Sales territories – salespeople's assigned set of customers and prospects –are often created out of expedience or outdated assumptions. A more considered approach yields significant and immediate improvements in sales effectiveness. In this webcast...Read more

Large firms typically have both a sales function, and a sales force effectiveness (SFE) function. With names like sales operations, commercial effectiveness, revenue operations ("RevOps"), or sales excellence, they provide direction and support to the sales organization, which remains focused on execution. Corporate SFE functions require an unusual combination of...Read more

Cold outreach – the sales force’s efforts to attract new prospects through proactive calling and messaging – has never been easy, but a growing number of pundits now say cold outreach is dead. They are quick to point out that email platforms, including Google and Microsoft, are implementing more stringent...Read more

Technology in sales organizations is developing rapidly, generating plenty of shuffling in sales tech stacks. As firms adopt new tools, many are reevaluating long-standing investments, and reexamining the objectives and success criteria associated with sales tech. This session examines a range of approaches firms use to evaluate the effectiveness and...Read more

Sales compensation is a lightning rod for legal risk — something many firms overlook, finding out only too late how costly sales comp disputes can be. In this webcast we consider what steps management can take to safeguard the firm from legal hot water when developing sales compensation programs. We’ve invited...Read more