Coaching salespeople improves their performance, and drives improved firm sales growth. Few managers would contest this assertion, and research, including our own, shows that firms investing in sales coaching outperform their peers. Nevertheless, coaching is inconsistently practiced, poorly delivered, and woefully supported by most firms. This webcast explores how emerging...Read more
Webcast
Three Milestones for the Learning Sales Organization 
11 February 2016
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Building a "learning sales organization" - a sales force that values continuous development, responds quickly to market changes, and adapts to changing priorities - doesn't happen overnight. It requires a careful capability building, and significant culture change for many organizations. This webcast reveals how high-performing sales forces make learning a...Read more
Webcast
Research Update: Leading the Social Sales Force
11 February 2016
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Join us for our latest research insights on leading the social sales force. Social media is among the many technologies refashioning business-to-business buying and selling. Social selling -- the systematic use of social media to enable salespeople -- offers promise to sales organizations looking for new approaches to reaching and...Read more
Join us for our latest research insights on Sales Planning Practices. Sales planning allows sales organizations to align with business strategy, organize resources, and prioritize action plans. Planning required of sales management encompasses a wide range of disciplines, from forecasting and budgeting to establishing objectives at multiple organizational levels. This...Read more
Sales organizations allocate investments across a varied portfolio of growth opportunities. Given finite resources, sales management’s challenge is to calibrate these investments (in personnel, technology, collateral, tools) such that profitable firm sales are optimized. These sorts of decisions are myriad in even the simplest organization; they include explicit investments made...Read more
Research
Research Brief: Content Investments and Sales Effectiveness
1 February 2016
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Sales and marketing organizations make a wide range of investments in content, collateral, presentation aides, and other tools to support effective selling. This research provides a survey of these various investments, quantifies their effectiveness, and identifies management’s best strategies for provisioning them. Additional questions addressed relate to sales organizations’ preferences...Read more
Webcast
Research Update: Hiring Top Sales Management Talent
28 January 2016
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Join us for our latest research insights on hiring top sales management talent. High performing firms find attracting effective sales management talent is a critical success factor. In this webcast, we provided a preliminary look at research findings before we finalize results in a comprehensive report. Joining us as a...Read more
Webcast
Five Places Sales Operations is Focusing for Productivity
28 January 2016
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Sales operations has a broad charter in most organizations, and their efforts often span both strategic and tactical issues. The most successful sales operations departments are finding success in a few essential areas, highlighted in this webcast from MHI Research Institute's Tom Chamberlain. Drawing on MHI Research Institute's extensive research,...Read more
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