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Workshop

Executive Forum on High Performing Incentive Compensation at BMW Performance Driving School

12 November 2026

Join us at BMW Performance Driving School in Spartanburg, South Carolina for a half-day executive forum on High Performing Incentive Compensation for Sales Organizations, and the chance to participate in BMW's instructor-led driving experience. Prompt registration is advised, this is a space limited event. The session features a cross-industry panel...Read more

Inside Sales Representative

24 September 2026

Description: JOB SUMMARY The Inside Sales Representative supports the growth of Treatt North America’s natural extracts and flavor and fragrance ingredients business by managing inbound sales opportunities and developing new and emerging customer accounts. This role serves as a key link between customers and internal teams, including Sales, Customer Service,...Read more

Webcast

Changing Strategy in the Sales Force

23 September 2026

As strategic as revenue generation is to the firm, the sales organizations charged with doing it are often not strategic at all. They are more likely to concentrate on tactics and execution, often to the exclusion of planning and strategic decision-making. This is most apparent when sales organizations implement significant...Read more

Webcast

Ten Management Illusions About Agentic AI — and What They Mean for Sales Organizations

17 November 2026

Adoption of agentic AI remains slow. Many pilot projects stall or fail outright, and even successful deployments may fail to return expected productivity gains. A new study of 167 technical experts points to why: a set of ten misconceptions about what agentic AI is, what it can realistically accomplish, and...Read more

Webcast

Refocusing Sales Coaching to Improve Growth

22 September 2026

Sales organizations invest in salesperson training, but often overlook the management activity most important to sustaining salesperson development: sales coaching. Even where coaching is emphasized, managers may struggle to make it consistent, focused, and effective. Too often, coaching is a pipeline inspection exercise, not a driver of salesperson capability improvement...Read more

Webcast

AI’s Impact on the SPM Tech Stack — How Firms are Rethinking Build or Buy Decisions

27 October 2026

Deciding whether to build or buy Sales Performance Management (SPM) technology isn’t a new question for corporate sales organizations. In fact, our recent research suggests about 10% of firms with more than 100 incentive compensation payees use a custom, in-house developed SPM, not a commercial solution. With AI's emergence, many...Read more

Webcast

Why Sales Training Fails — And What the Evidence Says to Do Instead

15 September 2026

Experienced sales leaders often voice the opinion that sales training simply doesn’t work, because it fails to produce lasting behavior change. But the evidence suggests the problem isn’t the training, it’s what happens after. Training prepares learners for improvement, but that improvement can’t be achieved without deliberate practice. In nearly...Read more

Research

AI Usage in the Sales Organization

4 September 2026

Al usage in the workplace has been characterized as a “jagged frontier” – with few accepted practices and wide variation in Al tool adoption. This research surveys sales organizations to better understand leading practices in integrating Al tools in the sales organization. It identifies Al applications used in sales, measuring...Read more

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