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Webcast

Updating Sales Manager Skills in the Age of Analytics

7 March 2023

Analytics inform a growing number of management decisions, but not all managers are well equipped to lead in the age of analytics. It's a competency gap acutely felt in the sales organization, a firm function typically slower than others in adopting analytics-based management. However, this is changing quickly in high-performing...Read more

Webcast

Change Leadership: How Sales Managers Develop This Essential Competency

20 April 2023

Even before COVID, most sales forces operated against a backdrop of quickening change. The pace and magnitude of change confronting sales leaders is hardly easing well into our post pandemic recovery. Economic uncertainty, a shifting labor pool, and accelerating technological disruption have created a state of semi-permanent “transformation” for sales...Read more

Webcast

Translating Sales Objectives into Territory-Level Priorities

6 April 2023

Each year, salespeople receive performance objectives that quantity "how much" they're expected to sell. What's often missing is guidance on "how" they'll make their number. Choosing how, where, and with whom to focus selling effort are decisions that define a salesperson's or sales team's success, but rarely are well supported with data, decision tools,...Read more

Webcast

Leveraging Metrics in Salesperson Activity, Capacity, and Workload

23 February 2023

Another in our instructional series on sales operations topics, this session focuses on strategies for measuring and managing sales force activity, capacity, and workload. It surveys the various ways managers gain insight into what salespeople do, and offers managerial decision frameworks that ensure salesperson effort is put to the best...Read more

Webcast

Estimating Potential In Business-to-Business Markets

25 January 2023

Estimating potential at the market, segment, territory, or customer level is critically important for sales organizations. By correctly sizing potential, sales forces are better able to deploy resources, set achievable goals, and measure performance. This webcast addresses aspects of market potential estimation that are most important for sales leaders and...Read more

Blog Post

Land a free Associate membership by participating in our research

20 January 2023

As a thank you to research participants, we provide complimentary Associate membership. Associate membership offers access to the past six months' resources on our site, free access to many of our growing list of management courses, discounted registration to in-person events, and a lower cost upgrade path to full membership...Read more

Full Research Report

Research Report: The Impact of Culture on Sales Organization Productivity

18 January 2023

Sales organizations are often distinguished by culture â€“ the unique set of values, traits, and characteristics that seem to define their salespeople and approach to selling. This research investigates the impact of culture on sales organization effectiveness. It focuses on how companies value sales culture, their approaches to defining or...Read more

Research

The Impact of Culture on Sales Force Productivity

18 January 2023

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Updating Sales Manager Skills in the Age of Analytics

Change Leadership: How Sales Managers Develop This Essential Competency

Translating Sales Objectives into Territory-Level Priorities

Leveraging Metrics in Salesperson Activity, Capacity, and Workload

Estimating Potential In Business-to-Business Markets

Land a free Associate membership by participating in our research

Research Report: The Impact of Culture on Sales Organization Productivity

The Impact of Culture on Sales Force Productivity

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