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
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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
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
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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
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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
Conference Archives
When It Comes to Sales Content, Sales Leaders are Focused On the Wrong Thing
7 June 2022
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There’s good reason for sales leaders today to be focused on sales content optimization. Leading technology solutions are touting the ability to tie content usage to sales outcomes, with direct integrations into your CRM. Content analytics have come a long way in a short time. And it’s not that understanding...Read more
Today’s sales forces are constantly asked to change. In fact, a majority of sales leaders have three or more change initiatives underway at any given time. Yet, most sales teams have a poor track record in making substantive progress. Why? Here, professor Ryan Mullins draws upon case studies and research...Read more
Conference Archives
Diagnosing Growth Bottlenecks in the Sales and Value Delivery Chain
7 June 2022
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Large firms often have multi-solution offerings, matrixed sales roles and teams, and layers of channels and go-to-market routes. When growth falters in one part of such firms, it’s often difficult to diagnose where the problem lies and how to address it. This session focuses on diagnosing growth bottlenecks and capability...Read more
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