Resources

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

  Aligning the sales and marketing function is a long-standing challenge. But it’s taken on greater urgency of late, as disruptive technology has changed what buyers expect from salespeople. In response, firms are re-thinking how best to sell and market, even restructuring responsibilities between sales and marketing departments, and implementing...Read more

  You started the year with a bulletproof sales plan – one that aligned resources with opportunity, calibrated achievable performance targets, and offered clear direction to the sales force. But as Q1 closes, troubling issues are emerging – issues that may disrupt sales productivity and threaten results. These can include...Read more

  Lots of companies consider sales coaching a priority – but few invest in it. Most sales managers consider themselves coaches – but few find time to truly coach salespeople. Why do these disparities persist, and what are their root causes? This webcast examines the real reasons managers don’t coach....Read more