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As a thank you to research participants, we provide complimentary Associate membership. Associate membership offers access to the past six months' resources on our site, free access to many of our growing list of management courses, discounted registration to in-person events, and a lower cost upgrade path to full membership...Read more
Full Research Report
Research Report: The Impact of Culture on Sales Organization Productivity 
18 January 2023
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Sales organizations are often distinguished by culture – the unique set of values, traits, and characteristics that seem to define their salespeople and approach to selling. This research investigates the impact of culture on sales organization effectiveness. It focuses on how companies value sales culture, their approaches to defining or...Read more
Sales organizations are often distinguished by culture – the unique set of values, traits, and characteristics that seem to define their salespeople and approach to selling. This research investigates the impact of culture on sales organization effectiveness. It focuses on how companies value sales culture, their approaches to defining or...Read more
Research First Look
Research First Look: The Impact of Culture on Sales Force Productivity
18 January 2023
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Sales organizations are often distinguished by culture – the unique set of values, traits, and characteristics that seem to define their salespeople and approach to selling. This webcast showcases results from recently concluded research investigating the impact of culture on sales organization effectiveness. It focuses on how companies value sales...Read more
Salesperson Assignments and Territory Design
9 December 2022
This module addresses how management assigns salesperson responsibilities in covering customers, prospects, and markets. This management discipline is often referred to as simply territory management, or territory optimization (even if salesperson assignments are not geographically dependent). We address territory management from the firm’s perspective, as a resource allocation problem involving...Read more
Sales Job Descriptions
9 December 2022
In this module, you’ll learn the purpose of sales job descriptions, and the benefits of using them. We’ll review best practices in job description development, and offer a recommended job description format. Lastly, we’ll show how job descriptions can be integrated into other important management processes within the sales organization....Read more
Potential Estimation in Business-to-Business Markets
8 December 2022
This module treats potential estimation in business-to-business selling environments. Estimating potential at the market, segment, territory, or customer level is critically important for sales organizations. By correctly sizing potential, sales forces are better able to deploy resources, set achievable goals, and measure performance. The module focuses on the aspects of...Read more
Salesperson Activity, Capacity, and Workload
8 December 2022
This module focuses on the sales organization’s single most valuable asset – its salespeople. The content in this module explores ways of understanding and measuring what salespeople do, and management’s role in putting that effort to the best possible purpose. The module covers definitions of sales activity, workload, and capacity;...Read more
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