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Sales Response Curves

12 September 2022

Sales response analysis is used to model the impact of sales effort on sales outcomes. Response analysis can be illustrated graphically using a curve (and the terms response analysis and response curves are often used interchangeably). This module presents the purpose of response curves, how to prepare and interpret them,...Read more

Webcast

Territory Changes – How and When You Should Split, Add, or Adjust Sales Territories

8 September 2022

Firms often add salespeople, and in doing so split or reassign sales territories. This is potentially warranted anytime customer and market demands outgrow a firm's current coverage scheme. But splitting territories is fraught with peril and many sales organizations do it hastily, creating earnings imbalances, misaligned opportunity that diminishes overall...Read more

Webcast

Sales Tech Spotlight: How Conversational Intelligence is Automating Sales Management Insight

14 July 2022

Many firms use “conversational intelligence” to process mountains of recorded customer content. This AI-powered technology has advanced quickly over the past few years, though much of its value has been superficial, limited to flagging specific words or phrases. Newer advances in conversational intelligence are starting to yield richer insight streams,...Read more

Webcast

Route Optimization for Field Sales Teams

23 June 2022

Many sales organizations give little thought to route optimization, leaving this level of planning to salespeople. But optimizing travel through route planning represents a sizable efficiency improvement opportunity. This is true not only for sales territories with consistent travel patterns, but also for those where last minute changes call for...Read more

Webcast

Research First Look: Monitoring and Managing Salesperson Activity

15 June 2022

Management often has an incomplete understanding of salesperson activity, including the quantity and quality of sellers’ interactions with customers and prospects. Many tools attempt to address this gap in management insight: CRM, opportunity pipeline tracking, call recording, and AI based conversational analysis, among many others. In this webcast we review...Read more

Conference Archives

Using Sales Incentives for Growth

7 June 2022

Sales incentives are an essential tool for shaping salesperson priorities and directing desired salesperson behavior, but incorrectly applied incentives can undermine firm strategy and work against the sales force’s long term success. Firms often realize this when using incentives to stimulate growth. In this session, professor Michael Ahearne offers research...Read more

Conference Archives

Kicking Sales Coaching Up a Notch: Five Things Leaders Can Do

7 June 2022

Research shows effective sales coaching has a dramatic impact on overall performance. It raises the percentage of successful salespeople in the sales force, enhances salesperson engagement and retention, and improves overall sales productivity. But many firms do not coach salespeople enough – and when they do, do not coach well....Read more

Conference Archives

Powering Up a Performance Culture in Today’s World

7 June 2022

Execution, urgency, and accountability are often stressed in results-focused sales organizations. But managers today may be more reluctant to lean into these traditional aspects of performance culture. The Great Resignation and a highly competitive labor market have made salesperson retention more important than ever. Add in the uncertainty surrounding return-to-office...Read more