Resources

How do best-practice firms figure out whether they are getting an adequate return on sales compensation investments?  By measuring and managing correlation between their sales forces’ performance and pay.  In this archived webinar, Sal DiFonzo and Mike Rose review several commonly used sales compensation analysis tools that quantify sales compensation...Read more

There's lots of talk today about incentive measures and risk management. Even if you’re not a TARP recipient, your company’s board and executive management could take greater care in deciding which performance measures get used to calculate incentives. Sales incentives are another matter, but the issue still pertains. During a...Read more

Chief Executive Officers have long fielded criticism over their pay packages; amidst the current global recession, they’re under more scrutiny than ever. CEOs with poor earnings and growth results – and there are many – hear criticism from multiple fronts. The more rancorous of these critics say the growing gap...Read more

Metrics are the window into your sales organization's performance. When properly implemented, they provide the right information at the right time. Many organizations, however, suffer from a lack of metrics, misleading metrics, or metrics implemented inappropriately. As a result, management's visibility is greatly diminished, along with its ability to make...Read more

Do your sales people have difficulty obtaining and engaging in conversations with senior customer executives? Do they have trouble identifying cross-selling opportunities? Do they talk about your product or service offering too early in the customer's buying process? Do they struggle to present a compelling value proposition to customers If...Read more

Sales operations is an emerging management discipline in firms with a strong focus on sales force productivity. Leveraging an array of support initiatives, sales operations boosts sales force productivity through technology, process improvement, reporting, and training. The Sales Management Association believes sales management is thinking more strategically about sales operations...Read more

The sales management function requires leadership and coaching skills, but many sales managers are poorly prepared to coach and lead. In this webinar archive Learning Paths International provides material for sales managers interested in developing, engaging and motivating their staff to exceed expectations. This webinar was designed to compliment sales...Read more

Win/loss analysis helps sales management improve win ratios, direct sales coaching efforts, and enhance competitive advantage. Properly implemented, win/loss analysis is a process-based discipline that involves contacting customers, sellers, and support resources after a particular sales opportunity has been dispositioned and determining what was done well, what could be done...Read more