SalesScreen
11 April 2023
Webcast
Translating Sales Objectives into Territory-Level Priorities 
6 April 2023
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Each year, salespeople receive performance objectives that quantity "how much" they're expected to sell. What's often missing is guidance on "how" they'll make their number. Choosing how, where, and with whom to focus selling effort are decisions that define a salesperson's or sales team's success, but rarely are well supported with data, decision tools,...Read more
LUIZTEST
30 March 2023
Webcast
Updating Sales Manager Skills in the Age of Analytics
7 March 2023
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Analytics inform a growing number of management decisions, but not all managers are well equipped to lead in the age of analytics. It's a competency gap acutely felt in the sales organization, a firm function typically slower than others in adopting analytics-based management. However, this is changing quickly in high-performing...Read more
Webcast
Leveraging Metrics in Salesperson Activity, Capacity, and Workload
23 February 2023
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Another in our instructional series on sales operations topics, this session focuses on strategies for measuring and managing sales force activity, capacity, and workload. It surveys the various ways managers gain insight into what salespeople do, and offers managerial decision frameworks that ensure salesperson effort is put to the best...Read more
Webcast
Estimating Potential In Business-to-Business Markets
25 January 2023
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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
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
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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
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