Upgrading the sales force? Your first stop should be first-line sales managers. No single role in the firm has a bigger impact on sales performance. Join us for an expert web panel exploring how firms are meeting manager development challenges. Panelists will also address audience-submitted questions. Drawing from our recent...Read more
Webcast
13 “Must Know” Management Approaches for Sales Leaders 
3 June 2016
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Talent, compensation, CRM, enablement- there are many priorities competing for the attention of today's sales leader. Join us to take a look at 13 key dimensions of a sales ecosystem, and how to prioritize when they all seem important to a successful sales transformation. Our customers are changing the way...Read more
Join us for our latest research insights on assessing sales tools. Over the past two decades, technology-driven innovation has profoundly changed selling and sales organizations. PCs and smart mobile devices are now essential selling tools; CRM platforms are virtually ubiquitous; and new applications appear daily to help automate, enhance, or...Read more
Webcast
Enhancing Sales Operations’ Role as the Sales Force’s Change Agent
26 May 2016
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Sales operations functions serve a vital, strategic role in sales organizations – as change agents. Increasingly, sales organizations must restructure deployment models, rethink selling roles and messages, and wring greater efficiency out of existing resources. Sales operations departments are uniquely positioned to drive these efforts. But supporting strategic sales changes...Read more
Webcast
Reassigning Sales Territories: A Change Will Do Your Sales Force Good
19 May 2016
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Many sales forces grew large and successful with a hands-off approach -- one that might have included hiring good salespeople, putting them on commission plans, handing them a phone book and turning them loose. If they were good, they made lots of money. If not, they starved themselves out of...Read more
Blog Post
This blog has focused recently on the new realities facing B2B sales organizations as buyers take increasing advantage of more information, analysis tools, and online feedback from fellow buyers. Indeed, sales teams have ceded much of the power that traditionally enabled them to enter into the sales funnel and control...Read more
As sales managers, it’s our job to drive sales performance. The question is: what actions, specifically, should we take to do that? Recently, the RAIN Group Center for Sales Research undertook a major study to determine what those actions should be. The results were fascinating, especially as they relate to...Read more
Research Brief
Over the past two decades, technology-driven innovation has profoundly changed selling and sales organizations. PCs and smart mobile devices are now essential selling tools; CRM platforms are virtually ubiquitous; and new applications appear daily to help automate, enhance, or speed up how salespeople sell. This research examines how business-to-business firms...Read more
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