Location-based information can add an additional layer of insight into sales and marketing data, but it's a resource many sales organizations do not avail themselves of. New tools and data sources, inexpensive and easy to provision, now put geoanalytics and its rich insights within reach of any firm. In this...Read more
Research
Sales organizations’ largest single expense (by far) is salesperson compensation. For other firm functions, payroll expense is predictable (if not boring), and not often considered in a strategic context. Sales compensation plans, on the other hand, are rarely the same from firm to firm. They change frequently with management priorities,...Read more
Effective sales managers must tame what often seems like the world's busiest job. In this session, we consider tips and tactics that help sales managers get more done with less time. Intended for both new and seasoned sales managers.
Sales meetings are expensive investments in sales organization time. When effective, they are value multipliers, returning many times their cost in the form of improved sales force focus and productivity. In this webcast we review how, when, and where sales managers should organize sales meetings, and offer practical tips for optimal...Read more
Webcast
Training Salespeople to Thrive in Virtual Environments 
16 November 2021
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COVID-19 forced an abrupt shift to virtual selling. As the pandemic recedes (however unevenly), management might look forward to putting aside many virtual tools. But this would be a mistake for most organizations. In fact, it's much more likely that virtual communication will become a permanent capability for the sales...Read more
According to Zip Recruiter, there are over 700,000 open sales positions in the US, and nearly half of salespeople surveyed expect to be looking for a new job in the next 18 months. However, the cost of a bad sales hire is 2-3x annual salary and rising steadily. Never before...Read more
Webcast
New Research: Why Salespeople Avoid “Big Whale” Opportunities
16 September 2021
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Many assume salespeople gravitate toward "whales," the largest opportunities available to them. In reality, they often avoid them. A joint US and European research team set out to determine why. Making use of CRM data, survey insights, and experimental data, their research integrates academic theories and a practical sales prospecting...Read more
Webcast
Implementing Sales Compensation Plan Changes with SPM
15 September 2021
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Change management now represents a critical capability for sales operations departments, as sales forces grapple with increasing disruption and volatility. Sales compensation updates often accompany other organizational changes and represent an especially crucial element of any sales force-impacting change initiative. In this webcast, we examine how sales performance management (SPM)...Read more
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