Technology is transforming how sales organizations sell, but also how they're managed. Among technology's greatest potential management benefits relates to coaching salespeople -- an activity under-prioritized and poorly supported in most firms. This webcast explores multiple technologies that amplify, automate, and enhance management's coaching efforts. Our expert panel will present...Read more
Webcast
Indecent Proposals: How Your Proposals Undermine Sales (and How to Fix Them) 
21 April 2016
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In many companies, proposals are not effective as they could be. In some, proposals may actually turn business away. For a variety of reasons, sales organizations often overlook the importance of well crafted, effectively presented proposals. As a result, a vital sales tool goes under optimized. In this webcast we...Read more
Blog Post
Fairness matters to salespeople. Research conducted by University of Houston professor Mike Ahearne proved that eliminating overachievement rates and capping payout in the sales comp plan will result in reduced revenue. Even some studies and research in the animal kingdom can be used to better understand salesperson behavior. One study...Read more
Webcast
Re-boarding the Sales Force: Leveraging Onboarding Principles to Keep Seasoned Salespeople Sharp
8 April 2016
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Enlightened sales organizations invest in salesperson "onboarding" - a structured effort to speed new salespeople up the learning curve. As our recent research shows, successful onboarding dramatically impacts salesperson productivity and new hire success rates. A newly emerging idea attempts to leverage this approach for veteran salespeople too. Called "re-boarding,"...Read more
Research
Research Brief: Assessment of Sales Opportunities
5 April 2016
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Accurately assessing opportunity is an essential competency for sales organizations. It underpins critical resource allocation decisions, such as how and where to deploy salespeople, and it determines how essential work is prioritized within the sales force. Opportunity assessment involves a continuum of activities, from identifying and qualifying leads, to sizing...Read more
Sales organizations demand a daunting breadth of planning expertise: from prioritizing high-level objectives to align with firm strategy, to allocating limited resources to adequately cover opportunities, to establishing tactical performance goals at multiple levels within the organization, and, along the way, coordinating input from many corporate functions, on behalf of...Read more
Research
Research Brief: Hiring Top Sales Management Talent
4 April 2016
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Sales managers play a vital role in high-performing sales organizations; sourcing and developing effective managers is therefore critical to any firm fielding a sales force. It’s a challenge approached in two ways: sourcing talent from outside the firm, or developing internal talent – usually salespeople promoted into their first management...Read more
This research focuses on how business-to-business firms support sales manager development through training. It surveys the training practices in use, the training topics and managerial competencies deemed important, the effectiveness of various training approaches, and management’s priorities in improving training efforts. The research attempts to benchmark firm investment in sales...Read more
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