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Webcast

Uncover Hidden Insights in Your Sales Comp Data

13 February 2015

Sales compensation programs are a treasure trove of data. The best companies know that it's important to make optimal use of such information - but it hasn't always been easy. This webinar will explore how new developments in natural language-based cognitive computing promise to help your compensation team see non-obvious...Read more

Blog Post

5 Ways to Reimagine Effective Sales Management

12 February 2015

The concept of sales as something that could be trained and improved upon began in the late 1800s when NCR opened the first sales training school after demonstrating their methods at a trade show. While many aspects of sales have changed in the last couple hundred years, a few things...Read more

Research

Research Brief: Sales Onboarding Practices

12 February 2015

When they work, onboarding programs improve salesperson productivity and new hire success rates, which can profoundly impact overall sales organization performance. Yet onboarding approaches vary in scope, intensity, and outcomes across firms. This study offers a survey of onboarding practice in business-to-business sales organizations, identifies onboarding program elements that contribute...Read more

Webcast

US Job Market — Economic Update For Sales Leadership

29 January 2015

What better way for sales leaders to ring in the New Year than taking a nice look back on 2014’s job market. In this webinar, we will shed light on the employment market as it applies to sales organizations. We will be taking a deeper look at the economic trends...Read more

Webcast

Sales Leadership’s Guide to Sales and Marketing Alignment

26 January 2015

There's lots of talk about aligning sales and marketing. But the truth is, sales and marketing may always butt heads. It's the natural consequence of competing agendas in resource-constrained corporate environments. This webcast presents effective strategies for sales leadership in resolving the inevitable with marketing. Topics include: Common points of...Read more

Webcast

Three Steps to Make Sales Manager Training Stick

23 January 2015

Why is it that just weeks after a sales manager training, everything goes back to the way it was, as if the training never took place? When this happens, a company may conclude that sales training is a waste of time and money, but you know that the problem isn't...Read more

Webcast

Organizing The Sales Force to Grow Existing Accounts

16 January 2015

We are well-aware of the need for new business, but how often are sales forces leaving money on the table with existing accounts? In this webcast, we will offer insights for enabling the sales force to identify potential, strengthen relationships, and grow opportunities within established accounts. Specifically, we will address...Read more

Webcast

Linking Sales Training to Business Results: The Three C’s of Success

9 January 2015

For years, the Holy Grail of training has been the ability to go beyond information delivery and simple skills assessment to identify a direct, positive impact on business results. Sales managers in particular are frequent victims, frustrated by their inability to associate training investments to sales performance and new revenue...Read more