Most sales leaders consider coaching salespeople important however, few organizations do it consistently. But Why? Too often, sales forces haven't committed to elevating coaching as a management priority. The sales organizations most successful in creating a coaching culture within their companies often have more effective coaching. This is because they...Read more
Webcast
Research First Look: Updated Survey of SPM and ICM Solution Providers 
17 November 2021
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This webcast presents the latest update in our ongoing research on sales performance management (SPM) and incentive compensation management (ICM) solution providers. The research gathers feedback from current clients of SPM/ICM systems, identifies key issues related to these solutions’ offerings, capabilities, and effectiveness, and offers provider-specific ratings on performance, user...Read more
Webcast
Training Salespeople to Thrive in Virtual Environments
16 November 2021
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COVID-19 forced an abrupt shift to virtual selling. As the pandemic recedes (however unevenly), management might look forward to putting aside many virtual tools. But this would be a mistake for most organizations. In fact, it’s much more likely that virtual communication will become a permanent capability for the sales...Read more
Webcast
Improving Sales Forecasting – The Power of Predictable Revenue
27 October 2021
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Business leaders rely on sales forecasting to gauge organizational health and to guide strategy. But most sales organizations find forecasting extremely challenging, and as a result struggle with forecasts that are rarely accurate. This skews resource investments in hiring and budgeting and prevents management from anticipating important demand trends. In...Read more
According to Zip Recruiter, there are over 700,000 open sales positions in the US, and nearly half of salespeople surveyed expect to be looking for a new job in the next 18 months. However, the cost of a bad sales hire is 2-3x annual salary and rising steadily. Never before...Read more
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
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