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
Webcast
Improving Your Sales Team’s Closing Skills and Win Rates
15 December 2014
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Top-performing sales organizations understand that closing is much more than a single event. Rather, it’s a process of successful decision-making that happens long before the contract is ever signed. Winning or losing the sale often is a direct reflection of how much insight and help sellers add to buyers’ decision-making...Read more
Webcast
Research Update on Sales Onboarding Practices
11 December 2014
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Onboarding programs attempt to accelerate new salesperson productivity and new hire success rates. Our recent research examines sales onboarding programs in business-to-business firms. Join us for this webcast, in which we’ll provide preliminary findings from the research, addressing issues such as: Onboarding program best practices Supporting tools and platforms used...Read more
Blog Post
Process vs. Technology: Which Comes First in the Battle for Sales Productivity?
9 December 2014
Running a sales team takes a great amount of balance between process and technology, especially now that technology is such an integral part of a sales team's tool set. The catch is that less than a third of sales organizations have seen an adequate ROI from their investments in sales...Read more
Webcast
Sales Force Enablement Best Practices and Emerging Trends (Webcast)
3 December 2014
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Strong Sales Managers are important to the success of a selling organization. There are many tactics used to build and test the strength of Sales Managers within organizations. However, are there skills and competencies that can’t be taught or learned? According to our?Developing Sales Manager research initiative, there are 4...Read more
Management Tool
The annual sales meeting is an important event to set the tone for the year with your sales teams. It is the perfect time to communicate strategy, set priorities, and generate excitement for the year. We have organized a toolkit to help you get started.
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