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Forces of Disruption: Drivers of Radical Change in B2B Sales

8 October 2013

With astonishing speed, firms are responding to disruptive forces affecting every business-to-business sales force. Their impact has changed how sales forces are sized, deployed, and managed; the kind of work they do; and, in some cases reflect a fundamentally new answer to the question "What makes a salesperson valuable to...Read more

Conference Archives

Analytics Strategy for Channel Intensive Sales Organizations

8 October 2013

Channel organizations represent unique challenges for sales performance analytics. These challenges include gaining access to data; cleaning, standardizing, and staging information from disparate sources; and coordinating an analytics strategy across multiple organizations. In this panel discussion three sales effectiveness leaders address the special challenges of channel performance management, and their...Read more

Conference Archives

Developing Managers: New Priorities for the Sales Force

8 October 2013

Just as quickly as sales organizations are evolving, so too are the leadership roles guiding them. Sales leaders now need skills different than those of their predecessors, skills essential for interpreting new data, leveraging technology, and aligning their organizations with shifting customer and market requirements. And as before, they're also...Read more

Conference Archives

Predicting the Outcomes: Optimizing for Success with Analytics

8 October 2013

Salesforce productivity is a top priority for leaders. But how do you ensure your team is performing at their best and positioned for success? What data should you really be looking at to coach to higher productivity? Jim Benton, chief operating officer and co-founder of ClearSlide shares findings from a...Read more

Conference Archives

Keynote: Winning With Sales Analytics

8 October 2013

When it comes to leveraging big data, technology and analytics to enhance sales force decision making, companies are climbing the learning curve at different speeds. Many undervalue and therefore underinvest in developing sales analytics capability. However, other companies have recognized immense opportunity and are building expertise that enables them to...Read more

Webcast

Managing Quotas: Separating Superstition from Fact

26 September 2013

In this webcast we’ll address five common management practices that govern sales performance management. We’ll debate the factual basis for each approach, and attempt to dispel unfounded, but commonly held assumptions that undermine effective management. Our presenters will examine five commonly held assertions: Quotas should be over allocated All reps...Read more

Webcast

Using What-if Analysis to Manage the Risk of Comp Plan Changes

20 September 2013

“If we change the comp plan, will it have the desired results?” This is a question that can paralyze decision making. Though change impact can't be predicted with 100% certainty, “what-if” analysis can provide clarity and insight before changes are implemented, allowing you to move forward with reduced likelihood of...Read more

Research

Ideal versus Actual Number of Sales Calls: An Application of Disconfirmation Theory

16 September 2013

The current study focuses on the relationship that buyers have with their salespeople. Specifically, the study uses disconfirmation theory to evaluate whether a salesperson that meets or exceeds the buyer’s ideal number of sales calls has higher levels of commitment, trust, and satisfaction from the buyer than a salesperson that...Read more