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Research

Research Initiative: Sales Onboarding, Current Trends, Winning Approaches

17 January 2020

This research examines the current state of salesperson onboarding as well as expected trends. In addition, it considers which current onboarding practices are associated with better outcomes. The survey was completed by 157 respondents from both firms that sell to other firms (B2B) and firms that sell to consumers (B2C)....Read more

Webcast

Onboarding’s Impact on Sales Productivity

14 January 2020

The sales organization’s ability to onboard new salespeople profoundly impacts overall sales productivity. Quantifying these impacts helps establish a business case for onboarding investments. Join us for a webinar in which we detail multiple ways onboarding impacts sales force performance, including decreased salesperson ramp time, enhanced salesperson retention, higher win...Read more

Webcast

Making Sales Strategy Stick

9 January 2020

Changes in sales strategy require careful implementation. In this webcast we explore best practices for implementing new strategy in the sales organization and ensuring sustained execution. Activities that promote adoption are considered, as are approaches unlikely to result in successful implementation. Join us and equip your sales force for strategic...Read more

Webcast

The Agile Sales Manager

26 February 2020

Facing pressure to scale, sales forces often focus on consistent, repeatable sales process. In such environments, managers often overemphasize a single methodology. But in doing so they sacrifice agility at the altar of compliance, hobbling the sales organization’s adaptability to changing circumstances and volatile selling environments. Join us for a...Read more

Webcast

How to Fix a Broken Sales Process

12 February 2020

Most sales organizations have a sales process – a sequence of activities or milestones that organize selling effort. Its purpose is to measure progress in specific sales opportunities, track and guide sales activities, sometimes even to provide a basis for forecasting results. Sales process is universally acknowledged as important by...Read more

Webcast

Research First Look: Sales Force Digitization Trends

13 March 2020

Sales organizations and the customers they serve are quickly digitizing assets, processes, and business practices that were previously handled with physical artifacts and in-person interactions. Our recent research identifies challenges, trends, and emerging issues related to sales forces’ digitization efforts, and examines management’s priorities in guiding digitization efforts. Join us...Read more

Webcast

Research First Look: Quantifying CRM’s ROI

14 May 2020

CRM is an anchoring technology investment for the sales organization, and a platform that affects all in the sales organization. It’s unlikely that any sizable sales organization would try doing without a CRM platform. Yet how many ask, “Are we getting our money’s worth?” In this webcast we review interim...Read more

Webcast

Research First Look: Sales Organizations’ Total Compensation Practices

17 December 2019

Incentive compensation is often the sales organizations largest expense. It also garners the lion's share of attention when compensation related issues arise. But firms make sizable investments in other types of compensation that are often overlooked - these include base salary, benefits related to health and retirement, non-cash recognition, and...Read more

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