Resources

In this webcast we’ll address five common management practices that govern sales performance management. We’ll debate the factual basis for each approach, and attempt to dispel unfounded, but commonly held assumptions that undermine effective management. Our presenters will examine five commonly held assertions: Quotas should be over allocated All reps...Read more

“If we change the comp plan, will it have the desired results?” This is a question that can paralyze decision making. Though change impact can't be predicted with 100% certainty, “what-if” analysis can provide clarity and insight before changes are implemented, allowing you to move forward with reduced likelihood of...Read more

The current study focuses on the relationship that buyers have with their salespeople. Specifically, the study uses disconfirmation theory to evaluate whether a salesperson that meets or exceeds the buyer’s ideal number of sales calls has higher levels of commitment, trust, and satisfaction from the buyer than a salesperson that...Read more

It’s planning season for sales operations departments, the time of year when territory assignments, quotas, and compensation plan changes are considered for the coming year.   Effective quota and territory planning starts with the right mix of standardized practices and field participation, combines efficient work flows and communications, and includes...Read more

Achieving the sales forecast requires fact-based decision-making and resource allocation. Successful sales organizations that routinely achieve their sales goals, address the following preliminary questions in developing their execution plan: How many resources do we have and what can each produce Who are our target customers/prospects and what will they buy...Read more

Are you just doing more of the same thing as your sales team grows? Are you making the mistake of having your Hunters farm old accounts, while also expecting them to cold call into new prospects? Do you just make a tweak to the incentive plan and give the same...Read more

Like many companies experiencing hyper-growth, LinkedIn struggled to meet its sales teams’ reporting demands. Conventional business intelligence tools proved inadequate for team members, who were expected to make their own data-driven decisions. After recasting its analytics strategy, LinkedIn provided its decision makers with greatly improved visibility and insight, ultimately establishing its analytics...Read more