Resources

Sales organizations must do more than simply grow the top line – they must grow revenue profitably. And most firms empower salespeople with enough decision-making authority to impact profitability. Decisions that involve pricing, product mix, solution development, and customer expense management can all profoundly affect profits as well as sales....Read more

Our recently concluded study on inside sales trends surfaces emerging issues, management priorities, and best practices associated with inside sales channels in large sales organizations. Research topics include: Current approaches in inside sales force deployment Leadership’s inside sales management challenges Assessing the adoption and effectiveness of enabling technology used to...Read more

Sales Managers are integral to driving change in organizations, especially when implementing training or learning initiatives. The key to successful adoption of any of these new initiatives lies in developing a strong framework for supporting the acquisition of new skills and processes over time. In this webinar, Nattalie Hoch, Executive...Read more

This webinar will goes through some key areas to consider as you plan your Sales Kickoff meeting. Also shared is research from Sales Management Association around best practices in preparation and planning for sales meetings and ideas around motivating salespeople. Viewers will learn: Best practices to ensure objectives are carried...Read more

Sales coaching remains a hot topic among sales effectiveness leaders. Our audience shows a persistent interest in sales coaching practice – the coaching approaches managers are using to affect meaningful change in their sales organizations. This research study examines sales managers’ practices, priorities, challenges, and impact areas related to sales...Read more

There are few things more critical to a company’s top and bottom line results than sales compensation. Businesses can't survive without sales, and sales compensation is the primary vehicle to inspire motivation and track and reward sales success. Yet even as businesses turn to enterprise systems to streamline key processes...Read more

It’s planning season for sales organizations – a whirlwind of activity that includes reviewing performance, assessing forecasts, assigning growth targets, building budgets, aligning territories, and allocating quotas. Unfortunately, many sales plans don’t produce what the sales organization most needs: insight into what changes are required to meet performance expectation, and...Read more

A recent Aberdeen report on sales performance effectiveness reveals that there’s a large gap between best-in class firms and the rest of the pack when it comes to meeting quotas. While 84% of the best-in-class companies met quota, only 55% of average and 15% of laggard companies reported hitting their targets....Read more