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Webcast

Estimating Potential In Business-to-Business Markets

25 January 2023

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. This webcast addresses aspects of market potential estimation that are most important for sales leaders and...Read more

Blog Post

Land a free Associate membership by participating in our research

20 January 2023

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

Sales organizations are often distinguished by culture â€“ 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

The Impact of Culture on Sales Force Productivity

18 January 2023

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

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