Resources

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

Sales Performance Management (SPM) combines disparate information sources into essential intelligence for sales leaders. This webcast describes how sales organization can identify new profit sources and enable growth strategies through SPM. By integrating data from product, marketing, finance, and HR, SPM’s analytics yield insights previously unavailable to management. Examples include:...Read more

Communicating a formal offering to prospective customers represents a pivotal sales process stage. This research initiative examines current proposal management practices in business-to-business sales organizations. Research objectives include assessing what high-performing sales organizations do differently from others during the proposal stage of their sales process; and prioritizing potential investment strategies...Read more

This webcast presents key trends, emerging practices, and challenges in quota management. Topics include quota setting methodology, best practices for promoting quota accuracy and fairness, goal allocation approaches, and analytics to measure quota management effectiveness. Also presented are findings from Aon Hewitt’s recent study of quota management practices among business-to-business...Read more