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Webcast

How to Avoid the 5 Most Common Mistakes with Sales Incentive Systems

8 October 2014

By now, most companies have put in place an Incentive Compensation Management system to automate incentive calculations. Discover the 5 most common things that are holding back these companies from truly realizing the promise of Sales Performance Management systems. From poorly designed dashboards to ineffective use of data, most firms...Read more

Webcast

Refocusing Sales Enablement Investments — On Sales Enablement

6 October 2014

Sales enablement solutions – even successfully implemented ones – don’t always improve salesperson effectiveness. Instead, they improve Marketing’s ability to reliably deliver content into the hands of prospects and customers. Along the way, actual selling activity often gets lost. Today’s savvy buyers have heightened expectations of your reps, often giving...Read more

Webcast

Compensating Sales Managers

2 October 2014

Management spends plenty of effort designing salesperson incentive compensation plans, but the first-line sales manager pay plan is often an afterthought. This webcast reviews essential plan design principles important for first line sales managers; explores common plan design pitfalls; and takes a close look at three commonly-used manager pay plans.

Blog Post

A Guide to Sales Compensation (for Freshman Literature Students)

30 September 2014

Fall – the time of year when sales compensation managers review pay plans, dissect performance data, and determine next year’s sales comp plan changes. It’s also the time of year when freshmen college students are matriculating in Literature 101 classes, reviewing syllabi, buying books. Coincidence? Hardly: turns out that sales...Read more

Webcast

Driving Sales Profitability through Incentive Compensation

25 September 2014

Sales organizations must do more than simply grow the top line – they must grow revenue profitably. And most firms empower salespeople with enough decision-making authority to impact profitability. Decisions that involve pricing, product mix, solution development, and customer expense management can all profoundly affect profits as well as sales....Read more

Blog Post

Defining Sales Enablement

24 September 2014

There are lots of terms that get tossed around by sales forces, such as “sales process” and “sales coaching,” and many of these have very vague meanings. Another term that we frequently hear used in various ways is “sales enablement.” Sometimes this is a code word for a sales operations...Read more

Conference Archives

Sales Leadership’s Planning Priorities

23 September 2014

A sales force’s sales attainment curve – the distribution of performance across low, mid, and high-performing salespeople – offers unique insights to management. Leaders that listen to their sales organization’s attainment curve can discover opportunities for increased revenue and reduced costs. Discover where top performers may be minimizing revenue opportunity,...Read more

Conference Archives

Is Sales Enablement Making Salespeople Stupid? (Panel Discussion)

17 September 2014

As the job of selling becomes ever more complex, companies are struggling to assure their salespeople keep pace with the changing landscape. Traditional sales training simply isn't meeting the need, but companies may find the right peak performance recipe by looking to other disciplines. From music to sports to mathematics...Read more

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How to Avoid the 5 Most Common Mistakes with Sales Incentive Systems

Refocusing Sales Enablement Investments — On Sales Enablement

Compensating Sales Managers

A Guide to Sales Compensation (for Freshman Literature Students)

Driving Sales Profitability through Incentive Compensation

Defining Sales Enablement

Sales Leadership’s Planning Priorities

Is Sales Enablement Making Salespeople Stupid? (Panel Discussion)

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