Resources

This study defines a framework for understanding the impact of sales force automation (SFA) on customer relationship management (CRM) processes from the perspective of information systems and motivation theories. Investigating the relationship between these processes, with sales activities as the common link, sheds new light on several crucial issues. To...Read more

We calibrate a segmented diffusion model by incorporating the knowledge of physicians’ prescription behavior using a sample of four product histories from the pharmaceutical industry. The results show that when compared to the standard diffusion with retention model, the segmented diffusion model based on the knowledge of physicians’ prescription behavior...Read more

The recession presents sales leadership with a critical challenge: driving sales growth in the face of collapsing demand and enormous expense-control pressure. How should sales management respond? In this webinar, Watson Wyatt Worldwide’s Kathy Ledford provides useful frameworks and decision models for thinking through the following questions: Should sales headcount...Read more

Only 12% of large sales forces sustain sales growth in 10 or more consecutive years. How do these firms grow despite economic downturns, shifting markets, and uncertain demand? In this webinar, Axiom Consulting Partners' Tom Knight reviews results from research of a number of North America’s larger sales organizations, while...Read more

Do you believe your organization is truly customer-centric? Research into customer buying behavior would predict that a random sample of your customers would say they are very satisfied with the products or services of your company eight out of ten times. That would make most executives feel pretty good, wouldn’t...Read more

Scores of professional managers have responsibility for a sales force, even though their title is something other than “Sales Manager.” Executives, General Managers, small-business owners - all of these may find sales management a daunting challenge. This webinar imparts a framework relevant to any professional manager expected to impact sales...Read more

What salesperson attributes will be most important to customers in the future? Sales and marketing consulting firm Dechert-Hampe & Company launched a study in 2002 that attempted to find out on behalf of manufacturer sales forces and the retail sector customers they serve. DHC updated the research in 2007, and...Read more

Unproductive sales resources are a drain on sales growth, profitability and customer retention. Typically, the sales force’s least productive members are newly-deployed Sales Representatives – salespeople new to the organization, or experienced sellers recently re-deployed to new responsibilities. By shortening the time required to get new Sales Representatives up the...Read more