Blog Post
In crew, coxswains don’t row the boat, but they use their intelligence to help the boat run more efficiently. They steer the boat straight, keep everyone on rhythm, and correct any technical errors. Much like the coxswain, a sales operations manager might not sell themselves. Rather, they enable the sales...Read more
Sales forces spend countless hours installing new sales processes and training salespeople to execute them. But despite these investments, most fail to reach adoption levels sufficient to make the new sales methodology stick. The reality is that successful sales transformation requires both short-term and long-term steps that engage and align...Read more
Webcast
Sales Messaging: Managing Quality, Consistency, and Effectiveness 
12 July 2016
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Sales organizations with predictable, profitable revenue growth are defined by consistency in process, messaging, and execution. This webcast focused on how high performing firms establish consistent practices in these three areas. Using case study examples and best practice management approaches, presenters detailed how to develop effective sales messages, link them...Read more
Within the world of employee compensation and total rewards, I can’t think of a more ‘target-rich’ environment than the area of sales compensation. The fact that general salary growth has been relatively flat for all employees over the past several years, just places more of a spotlight on the importance...Read more
When it comes to sales compensation, managers realize two things early on. The first thing is that paying salespeople accurately, and on time, is vitally important. The second, realized not long after the first, is that they're going to need to change their sales compensation programs sooner or later. And...Read more
Webcast
The Art and Science of Proposal Content Management
29 June 2016
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In any given year, a proposal manager can be responsible for impacting tens to hundreds of millions in business via sales proposals. But what makes a good proposal? What does great look like? RFP responses and unsolicited sales proposals are critical elements in driving business, yet often are considered administrative...Read more
Less than effective sales compensation programs suffer from poor design decisions. Powerful and aligned sales compensation plans subscribe to a set of market tested building codes. Use these best-of-breed principles to build effective sales compensation plans that are simple, easily to understand and reward the right results. Join Kevin Gray,...Read more
The best performing companies know that it's buyers who now control the B-to-B sales process. That's why it's more important than ever for companies to craft personalize buyer journeys using a mix of prospect data, reliable information sources and meaningful interaction with the right decision-makers and influencers. The result is...Read more
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