With the “Great Resignation” in full swing, many organizations fear their best salespeople might soon leave for another opportunity. For those that do leave, compensation may factor heavily in their decision - but not necessarily because they believe they're earning too little. Experience shows that salesperson satisfaction with pay involves...Read more
Webcast
Enhancing Sales Force Insights with Geoanalytics 
14 October 2021
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Location-based information can add an additional layer of insight into sales and marketing data, but it's a resource many sales organizations do not avail themselves of. New tools and data sources, inexpensive and easy to provision, now put geoanalytics and its rich insights within reach of any firm. In this...Read more
Webcast
New Research: Why Salespeople Avoid “Big Whale” Opportunities
16 September 2021
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Many assume salespeople gravitate toward "whales," the largest opportunities available to them. In reality, they often avoid them. A joint US and European research team set out to determine why. Making use of CRM data, survey insights, and experimental data, their research integrates academic theories and a practical sales prospecting...Read more
Webcast
Implementing Sales Compensation Plan Changes with SPM
15 September 2021
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Change management now represents a critical capability for sales operations departments, as sales forces grapple with increasing disruption and volatility. Sales compensation updates often accompany other organizational changes and represent an especially crucial element of any sales force-impacting change initiative. In this webcast, we examine how sales performance management (SPM)...Read more
Webcast
Digital Sales Rooms – A Virtual Tool Poised for Wide Adoption
7 September 2021
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COVID’s onset came with dire predictions for B2B sales forces. Among them: sales organizations that depend on face-to-face interactions could expect a nuclear winter of new deals, as buyers pulled back and opportunities to develop new relationships disappeared. Some sales forces simply ignored this memo, and developed new ways of...Read more
Forma.ai
24 August 2021
Forma.ai is a transformative new way to manage sales compensation. It’s a hybrid of AI and human controls that we call Sales Compensation as a Service (SCaaS). This unique fusion of automation and operational expertise means SCaaS can deliver the agility, flexibility, and accuracy that every large organization needs to...Read more
The sales pipeline or funnel is a familiar concept in most organizations. It provides a framework for measuring and tracking sales opportunities through a series of gated stages, in a progression from leads to closed customers. Sales organizations use pipeline tracking to forecast future revenue streams, monitor salesperson activity, and...Read more
Webcast
Realizing Value from Revenue Operations (second of a two-part series)
21 July 2021
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Many firms now embrace the term “revenue operations” (or “revops”) in addressing a range of customer impacting activities. Some might dismiss revops as another buzz-phrase cresting its hype cycle, but revops is gaining traction as an emerging discipline, and embraced by many firms with newly badged revenue operations functions. They...Read more
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