Resources

  Learn how trends in the complex business to business landscape are evolving with the latest findings from the 2014 Miller Heiman Sales Best Practices Study. In this webcast, Joe Galvin shares for the first time the collection of behaviors that lead to World Class Sales Performance in the current...Read more

  Organizations implementing new sales methodologies often face a stark realization: despite huge investments in training, new approaches simply don’t work. Sales coaching can dramatically remedy these expensive failures. This webcast explores five “must have” qualities of effective coaching programs, and provides tactical suggestions for sales coaches. Topics include: Focusing...Read more

Technology is changing how organizations direct and support field salespeople. Nowhere is this more apparent than in the explosion of cloud-based productivity tools. In this webcast, we review strategic trends in cloud-based sales force enablement, and examine case examples and best practices from three leading cloud innovators.

Our most comprehensive sales coaching research to-date, this study examines sales managers’ practices, priorities, challenges, and impact areas related to sales coaching. Specific focus include: Which sales coaching objectives represent the most important management priorities? Where are managers focusing coaching efforts? Where and how is sales coaching most impactful? What...Read more

Implementing sales organization change is notoriously difficult. Yet sales organizations are frequently faced with circumstances that require large-scale change initiatives. How do successful firms drive change in the sales organization? This webcast reviews critical success factors associated with four common sales change initiatives: launching new offerings, entering new markets, changing...Read more

  Judging the effectiveness of territory and quota assignments is difficult. Firms, markets, and industries may each have unique challenges making quota setting and territory alignment problematic. However, there are characteristics common to highly effective territory and quota management efforts – characteristics critical to driving desired selling behavior and profitable...Read more

  Productivity lost as new-hire salespeople ramp up costs sales organizations dearly, and new-hire failures even more. Yet sales forces too often adopt a "sink or swim" approach to new salesperson success - accompanied by management's grudging acknowledgement that new salesperson turnover will be forever high. A better approach is...Read more

  What’s a sales force’s most expensive asset? Its sales managers’ time. Firms that waste it on low-value activities do so at the enormous cost of lost coaching opportunities and diminished influence on other business outcomes. The trouble is, it’s not always easy separating managers from administrative activities. One area...Read more