Despite predictions otherwise, AI hasn’t yet revolutionized the modern sales force, most corners of which remain decidedly… recognizable. Some would argue that there is one notable exception: the learning and development function. In some organizations, AI enabled tools are assessing, training, and developing salespeople with much greater effectiveness than pre-AI...Read more
Webcast
Why You Need a Sales Force Effectiveness Model, and How to Develop One Tailored to Your Organization
8 December 2026
Sales organizations make many investments in performance improvement, in things like training, incentives, or technology. What’s often missing is an integrated understanding of how these investments, and the array of management decisions that accompany them, fit together to produce results. An integrated framework gives managers an essential tool for organizing...Read more
A new sales leader’s first 90 days represent a valuable window of opportunity. During this time, new leaders often have a mandate to implement new practices, and find an organization receptive to change. A new leader’s actions during this crucial period establish their credibility, standing, and prospects for long-term effectiveness....Read more
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
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
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
Why Sales Training Fails — And What the Evidence Says to Do Instead 
15 September 2026
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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
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