Organizations implementing new sales methodologies often face a stark realization: despite huge investments in training, new approaches simply don’t work. Sales coaching can dramatically remedy these expensive failures. This webcast explores five “must have” qualities of effective coaching programs, and provides tactical suggestions for sales coaches. Topics include: Focusing...Read more
Technology is changing how organizations direct and support field salespeople. Nowhere is this more apparent than in the explosion of cloud-based productivity tools. In this webcast, we review strategic trends in cloud-based sales force enablement, and examine case examples and best practices from three leading cloud innovators.
Webcast
Research Update: Management’s Sales Coaching Impact 
23 May 2014
Register to read full article
Our most comprehensive sales coaching research to-date, this study examines sales managers’ practices, priorities, challenges, and impact areas related to sales coaching. Specific focus include: Which sales coaching objectives represent the most important management priorities? Where are managers focusing coaching efforts? Where and how is sales coaching most impactful? What...Read more
Blog Post
Sales management considers performance reporting essential, and sales managers are often the loudest constituents served by sales operations departments. But our recent research suggests that salespeople, not their managers, may be a more important “customer” for performance reporting. Our study’s 85 participating business-to-business firms rated the amount of time their...Read more
Implementing sales organization change is notoriously difficult. Yet sales organizations are frequently faced with circumstances that require large-scale change initiatives. How do successful firms drive change in the sales organization? This webcast reviews critical success factors associated with four common sales change initiatives: launching new offerings, entering new markets, changing...Read more
Webcast
Evaluating Territory and Quota Management Effectiveness
1 May 2014
Register to read full article
Judging the effectiveness of territory and quota assignments is difficult. Firms, markets, and industries may each have unique challenges making quota setting and territory alignment problematic. However, there are characteristics common to highly effective territory and quota management efforts – characteristics critical to driving desired selling behavior and profitable...Read more
Once upon a time there was a little red hen who lived in a big sales organization. She had three fluffy yellow chicks. One morning as they were busily scratching about the yard, looking for something to eat, the little red hen found a prospect. “Look!” she said. “See what...Read more
Webcast
Accelerating New Salesperson Productivity: Strategy and Best Practices
14 April 2014
Register to read full article
Productivity lost as new-hire salespeople ramp up costs sales organizations dearly, and new-hire failures even more. Yet sales forces too often adopt a "sink or swim" approach to new salesperson success - accompanied by management's grudging acknowledgement that new salesperson turnover will be forever high. A better approach is...Read more
Become a member
Become a member
Underwriters Learn more
