Blog Post
By the end of the fiscal year, most sales compensation leaders are feeling good about where they are in the next year's sales incentive plan design process (we hope). The management team is finalizing the design, developing the rollout plan and expressing confidence that the plan is aligned with the...Read more
Automating sales process holds great promise for improving sales force productivity. In this webcast we review findings from our recent research initiative on sales process automation, focused on how, why, and to what extent sales organizations are automating core sales processes. Research focus areas include: Which core processes are most...Read more
CRM and Sales Force Automation have been with us for several decades now, and most companies have gone through many iterations of the constantly improving technology. From basic contact management to advanced data analytics, Rolodexes and spreadsheets have been replaced by sophisticated technology platforms that are increasingly easy to deploy...Read more
Why do Slumps happen, and how to can we coach reps through them Salespeople have at least one thing in common with pro baseball players: Slumps. All major leaguers ? even all-stars ? go through extended periods where they can’t get a hit. Pressure builds. Confidence erodes. After a while...Read more
Our recently concluded study on inside sales trends surfaces emerging issues, management priorities, and best practices associated with inside sales channels in large sales organizations. Join us for this first look at research results and expert commentary from SAP Global Vice President Shawn Robertson. Research topics include: Current approaches in...Read more
Webcast
Pipeline Management Practices in High-Growth Firms 
17 July 2014
Register to read full article
Nearly every sales force maintains a sales pipeline - an inventory of opportunities in various stages of realization. Most firms use their pipeline for forecasting, or for other less-impactful purposes. A few sales organizations; however, manage sales pipelines with strategic intent. Recent research conducted by the Sales Management Association and...Read more
By 2025, 3 out of every 4 workers worldwide will be Millennials (Time). Is that shocking to anyone else? One of the most impassioned discussions I heard at Columbia University’s recent Sales Thought Leadership Conference surrounded the younger generation and how they communicate in the workplace. Many were irked by...Read more
Webcast
Research Update: Sales Performance Reporting – Usage and Practices
30 June 2014
Register to read full article
Sales performance reporting guides leadership’s decision making, and represents an important information management priority for many firms. This research investigates the use of performance reporting in business-to-business sales organizations, and identifies management priorities and best practices. Specific areas of focus for this research include: identifying current approaches for provisioning sales...Read more
Become a member
Become a member
Underwriters Learn more
