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Webcast

Research First Look: Incentive Compensation and Sales Performance Reporting Practices Full members only

11 September 2019

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Join us for a first look at recently concluded research on incentive compensation and sales performance reporting. Presenters will describe initial conclusions from this research in anticipation of the published report. Reporting is a cornerstone of sales performance management, and reporting practices in sales organizations are quickly evolving. This research...Read more
Webcast

Digital Document Transformation in Sales Full members only

10 September 2019

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Digital transformation is fundamentally changing the way sales forces interact with customers, and those customers' expectations of sellers. One crucial area of digital transformation relates to documents. Documents are essential to many business processes, but too often are handled with manual processes that make selling inefficient, sap valuable sales capacity,...Read more
Blog Post

CRM’s Triumph of Hope Over Experience

6 September 2019

Samuel Johnson called second marriages the triumph of hope over experience. His quip works for CRM implementations too. Three decades after CRM’s advent, our new research finds most firms’ CRM implementations characterized by lower than acceptable return on investment, less than satisfactory user adoption, and lots of unrealized potential. Why...Read more
Webcast

How Does Salesforce Align Its Sales Force?

26 September 2019

Technology juggernaut Salesforce fields one of the world’s largest and most dynamic sales organizations. Learn how they tackle challenges related to go-to-market strategy, territory assignment and optimization, and other crucial decisions affecting sales performance.
Webcast

Designing High Performance Sales Compensation Plans Full members only

4 September 2019

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Once a firm establishes the sales organization's strategy and performance objectives, aligning incentive compensation plans to these objectives is a critical next step. This webcast covers the tactical considerations of sales incentive compensation plan design, including selecting the most effective performance measures, determining performance targets, establishing accountability for the plans'...Read more
Webcast

Sales Enablement Practitioner Panel: Key Challenges, Emerging Trends

14 November 2019

Sales enablement describes new ways of provisioning sales learning, development, guidance, and content. The term describes technology platforms purpose built for this purpose, but also a new mindset in how content and training investments should be made in support of the sales organization. In this web panel, we engage a...Read more
Webcast

Sales Readiness is Mission Critical: Trends, Impact, And Why It Matters

27 September 2019

Today’s C-level executives face a mounting challenge – meeting sales performance targets while adapting to rapidly evolving and increasingly digitally-oriented buyers. Success requires sales organizations to effectively onboard, coach, and develop salespeople. New platforms can do so while improving speed and effectiveness in these areas, and increasingly, high-performing sales organizations...Read more

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