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Webcast

Reassigning Sales Territories: A Change Will Do Your Sales Force Good

19 May 2016

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

Video-Based Learning: The Key to Preparing Sales Reps for the Empowered Buyer

16 May 2016

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

Blog Post

How Important is Sales Process for Sales Performance?

11 May 2016

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

Research Brief: Assessing Sales Tools

4 May 2016

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

Webcast

The Technology-Enabled Sales Coach

28 April 2016

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

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

Webcast

Re-boarding the Sales Force: Leveraging Onboarding Principles to Keep Seasoned Salespeople Sharp

8 April 2016

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: Sales Planning Practices

5 April 2016

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

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Reassigning Sales Territories: A Change Will Do Your Sales Force Good

Video-Based Learning: The Key to Preparing Sales Reps for the Empowered Buyer

How Important is Sales Process for Sales Performance?

Research Brief: Assessing Sales Tools

The Technology-Enabled Sales Coach

Indecent Proposals: How Your Proposals Undermine Sales (and How to Fix Them)

Re-boarding the Sales Force: Leveraging Onboarding Principles to Keep Seasoned Salespeople Sharp

Research Brief: Sales Planning Practices

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