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12 August 2017

Thank you for joining! Your new membership is now active. To begin accessing your membership please activate your profile by clicking the activation link that has been sent to your email. If you do not receive this message, please check your spam folder, and contact us if you need us...Read more

Active

12 August 2017

Webcast

Research Update: Measuring Sales Force Activity

10 August 2017

Salesperson activity is an important indicator of organizational productivity and effectiveness, but presents significant data collection challenges. Join us during this first look webinar as we investigate how sales organizations account for salesperson activity, and the nature of the insights they gain through such efforts. Topics addressed include the nature...Read more

Research Brief

Research Brief: Sales Performance Management Priorities

8 August 2017

This research examines sales organizations' sales performance management (SPM) practices. SPM, as popularized by sales technology solution providers, has come to refer to a portfolio of planning and resource allocation activities. These are sales budgeting, performance forecasting, territory design, salesperson deployment, quota allocation, and incentive compensation management. Our study identifies...Read more

Message

4 August 2017

[front-end-pm]

Webcast

Research Update: Sales Performance Management Priorities

4 August 2017

Join us for a first look at the recently concluded research where we examine practices associated with sales performance management (SPM) in sales organizations. The practices include approaches to sales planning, performance forecasting, territory design, resource deployment, quota assignments, and incentive compensation management. The research will identify which elements of...Read more

Webcast

Simple Steps to Transform Your Sales Process

27 July 2017

Productive sales forces make sales process improvement a core competency. Most do so without comprehensively reengineering their sales process. Instead, they find incremental improvement opportunities, test new approaches, and frequently assess results. Over time, these changes accrue as substantial benefits, and include increased selling time, higher quality sales outcomes, and...Read more

Webcast

Your Customer Service Training is Sabotaging Your Sales Training

24 July 2017

Twenty years ago, it took a relatively long time to build a bad reputation. Today, with the megaphone of social media, it can happen in seconds. And when it does, all the good will your salespeople have worked so hard to build up will be wasted. Without a consistent...Read more