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Defining Sales Management’s Value

4 January 2021

Sales managers play a critical role in the sales organization. As first line managers, they have maximum influence on salesperson performance; as leaders, they are instrumental in directing change. This research examines the most important value drivers of sales manager influence, and explores how sales managers at multiple levels contribute...Read more

Webcast

Research First Look: Performance Measurement Trends In Sales Organizations

10 December 2020

Sales organizations typically use a variety of performance measurement approaches. These include measures of financial outcomes (like sales revenue or sales quota achievement), but also activity measures such as number of calls made, demos given, or proposals generated. This webcast provides a first look at recently concluded research examining how...Read more

WPC Courses

27 November 2020

eSpatial

23 November 2020

eSpatial helps businesses transform sales productivity through mapping software. We pair advanced territory re-alignment tools with geographic data analysis. Together, these tools help you optimize your sales resources, resulting in higher revenue and lower costs. eSpatial has been helping businesses better understand their market and customers since it launched in 1997,...Read more

Fundamentals of Sales Territory Optimization and Management

8 November 2020

Well designed and managed sales territories allow firms to maximize sales force capacity, provide a foundation for other sales performance management activities (including incentive compensation and quota design), and have a host of other benefits to sales forces. This course reviews territory management principles, while focusing on the essential analytical...Read more