Research
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
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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
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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
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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
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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
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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
Blog Post
As a sales manager, you are responsible for a lot of metrics—really important metrics, in fact, including revenue growth, customer retention, product mix, and dozens of other performance metrics. But these metrics are more than numbers to you and your sales force because they define your force’s performance. Whether you...Read more
Webcast
Process vs. Technology – The Battle for Sales Productivity in 2015
18 December 2014
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Less than a third of companies didn't see ROI from their sales technology investments in 2014, according to a research study conducted with the Sales Management Association. Meanwhile, 54 percent of high-performing sales teams have a clear, well-defined process. These two statistics illustrate what could be the most important question...Read more
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