Sales compensation is a lightning rod for legal risk -- something many firms overlook, finding out only too late how costly sales comp disputes can be. In this webcast we consider what steps management can take to safeguard the firm from legal hot water when developing sales compensation programs. We've invited...Read more
Webcast
Improving Forecast Accuracy: What’s Working in B2B? 
17 July 2024
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Sales forecast accuracy is difficult for most sales forces. Those in business-to-business environments often rely on incomplete or error-prone inputs from a range of sources. This helps explain why B2B sales organizations routinely cite forecast accuracy as their most vexing challenge. In this webcast we examine the drivers of b2b...Read more
Firms expect to accomplish a lot with sales compensation — from attracting and retaining top sales talent, to motivating the right sales behaviors and activities, to aligning sales force investments with the firm's strategic goals. How do they measure success against these varied objectives, and assess the return on their...Read more
Territory Business Manager – medi USA Portland, OR
10 July 2024
WANTED -Territory Business Manager- Portland, OR medi USA is growing, and we need you to join the team! medi is a market leader in medical devices and is looking for folks ready to operate in a professional office environment to service medi USA’s expanding business needs. medi USA is looking...Read more
WANTED -Territory Business Manager- Philadelphia. PA medi USA is growing, and we need you to join the team! medi is a market leader in medical devices and is looking for folks ready to operate in a professional office environment to service medi USA’s expanding business needs. medi USA is looking...Read more
Research
Sales organizations face persistent pressure to adapt – to changing market conditions, shifting customer preferences, new competitive influences, and many other factors. Adapting often requires salespeople to develop new knowledge, capabilities and skills. This research examines the range of sales learning and development investments management makes in an effort to...Read more
Webcast
Reassessing the Sales Tech Stack in the Age of AI
18 June 2024
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Sales related apps are growing so quickly they’ve rendered unreadable those “technology landscape” charts, which are too clotted with logos now to make sense of. In many firms, these apps have scaled the walls like an invasive species, overrunning the sales tech landscape’s recognizable landmarks. Most of these new apps...Read more
Webcast
Solving the Three Most Common Challenges to Designing Effective Sales Territories
29 May 2024
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Recent Sales Management Association research identifies three markers of effectiveness in sales territory design in business-to-business sales organizations. These are securing accurate data inputs, leveraging the right technology, and redesigning territories with appropriate frequency. Most firms (58%) do not consider their territory design efforts effective, and the majority of these...Read more
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