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Webcast

Using Behavioral and Social Intelligence to Help Salespeople Succeed

13 December 2018

Author Jason DeAmato considers behavioral and social intelligence key to sales success. In this webcast, he presents a model for categorizing buyers into one of four social styles: analytical, driving, amiable, and expressive. These styles, according to DeAmato, dictate how each individual person acts, thinks, and makes decisions. DeAmato shows...Read more

Webcast

How to Successfully Roll Out a Sales Compensation Plan for 2019

13 December 2018

What are the secrets to rolling out a winning sales compensation plan? It's critical that the plan be easily understood and that it powerfully motivates the performance of everyone on your sales team, but there are other factors to consider as well, especially because the plan's success depends on your...Read more

Webcast

The CX Gap: the Existential Threat B2B Sales Forces Don’t See Coming

7 December 2018

Business-to-business sales forces confront a "customer experience gap" born from the suddenly widening distance between buyers' expectations and experiences. B2B buyers now want two things they're accustomed to from consumer experiences, but that most B2B suppliers can't do simultaneously: accurate, on-demand answers addressing their unique issues, and interactions across a...Read more

Webcast

Salesperson Attrition: How to Plan for It and Model Its Impact

16 April 2019

Employee attrition is costly for any firm function, but in sales it can jeopardize the firm’s ability to make its number. In this webcast, we’ll evaluate various models for quantifying salesperson attrition’s impact and discuss how to select the best model for use in planning. Other topics include: Sensitivity analysis...Read more

Webcast

Quota Setting: Are You Doing It Right?

12 March 2019

Setting sales quotas is a tricky thing. Set quotas too high and salespeople lose motivation. Set them too low, and you may distort sales force performance and incentive expense. This webcast examines approaches for individualized sales quota setting, and includes these topics: How flexible templates can organize quotas by salesperson...Read more

Webcast

Do You Have Enough Sales Capacity?

12 February 2019

Forecasting sales performance is fraught with risk, and many sales organizations fail to anticipate changes that undermine success. Among these is the risk associated with salesperson turnover. In this webcast we examine staffing, hiring, and attrition variables that contribute to sales force capacity, and detail how to best model these...Read more

Webcast

Balancing Sales Territories

22 January 2019

Assign too little potential to salespeople and they’ll starve, but too much assigned potential leaves some opportunities unaddressed. Balancing potential across sales territories helps make quotas achievable for all salespeople and maximizes the firm’s sales capacity and productivity. This webcast considers territory optimization approaches, including: Utilizing what-if scenario analysis to...Read more

Blog Post

Building the Groundwork for Sales Coaching Greatness

4 December 2018

This post is part two of a three-part series. In our last blog, we revealed many of the snarly situational factors that get in the way of coaching. The good news is that coaching obstacles are not insurmountable, and there are ways to improve sales performance in a meaningful, sustainable...Read more