Search

Webcast

Quantifying the Performance Impact of Sales Organization Culture – New Research Insights from Harvard Business Review

25 August 2020

Many executives say they're dedicated to fostering a sales team that is high-performing and productive - comfortable, concrete qualities that are easy to measure. It's far less common to hear about companies striving for a squishier metric: a happy sales team. New research from Harvard Business Review suggests sales leaders...Read more

The Changing Nature of Sales: New Research on the Enduring Impact of the COVID-19 Crisis

20 August 2020

Florida State University's Leff Bonney recent research reveals the potential lasting impacts of the current pandemic on buying and selling over the net several years. Based on input from more than 250 buyers, 500 sellers, and 300 managers, it suggests how buyers and sales organization perceive the pandemic's impact differently,...Read more

Webcast

Research First Look: Survey of SPM and ICM Providers

22 July 2020

Our ongoing survey of Sales Performance management (SPM) and Incentive Compensation management (ICM) providers offers a comprehensive look at these solutions’ offerings, capabilities, and effectiveness, based on feedback from practitioner users. The research also details general sales performance management practices and the technology applications used to support them. As an...Read more

Webcast

Improving Remote Sales Learning

21 July 2020

COVID-19 forced sales organizations to embrace virtual selling models, and to virtually provision sales learning and development (L&D) activity. While available technology has proved useful in this effort, many firms have still met with unsatisfactory outcomes. As a result, many organizations are reevaluating their sales L&D investments, resources, and strategies...Read more

Webcast

How Culture Contributes to a Happy, Productive Sales Force

6 August 2020

Culture eats strategy for breakfast, as management theorists have pointed out. But sales organizations don't give as much thought to culture as they do to strategy. Given the often autonomous nature of many sales roles, culture's impact can be especially important in shaping the decisions salespeople make, and their attitudes...Read more