Call coaching – management guidance focused on improving how salespeople directly interact with buyers – can yield huge gains in overall sales effectiveness. Effective call coaching programs address essential skills and the activities that matter most for sales organizations. But few sales organizations do call coaching well. Some fail to...Read more
Sales managers play a critical role in the sales organization. As first-line managers, they have maximum influence on salesperson performance day-to-day; as leaders, they are instrumental in directing large-scale change initiatives. Their influence, therefore, spans a broad range of tactical and strategic outcomes, one reason why many consider the sales...Read more
Full Research Report
Research Report: Defining Sales Management’s Value 
30 June 2021
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Sales managers play a critical role in the sales organization. As first-line managers, they have maximum influence on salesperson performance day-to-day; as leaders, they are instrumental in directing large-scale change initiatives. Their influence, therefore, spans a broad range of tactical and strategic outcomes, one reason why many consider the sales...Read more
Webcast
Removing Legal Review Bottlenecks to Accelerate Deal Cycles
30 June 2021
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Legal review is an important and necessary stage in many sales cycles, but can often be the source of painful bottlenecks. This webinar offers best practice approaches to increasing cross functional alignment with the legal department to streamline collaboration, improve quality, eliminate needless delays, and speed deal flow.
Webcast
Research First Look: Defining Sales Management’s Value
23 June 2021
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Sales managers play a critical role in the sales organization. As first line managers, they have maximum influence on salesperson performance; as leaders, they are instrumental in directing change. Drawing on recently concluded SMA research, this webcast explores changes in sales management's role and impact. The research examines important value...Read more
Resources
17 June 2021
Using contests, spiffs, and special one-time incentives can help bring needed emphasis to fast-changing sales force priorities. But these incentive programs are also fraught with potential pitfalls. In this session we consider best practice approaches to incentive design and implementation in support of short term sales goals and contests. Scroll...Read more
Webcast
Best Practice Incentive Compensation Practices for High Growth Companies
16 June 2021
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As companies scale, they outgrow incentive compensation approaches better suited for earlier stage firms. If incentive compensation practices are not appropriately calibrated to a firm's growth phase, sales compensation can undermine the sales organization's growth trajectory. In this webcast we offer best practice approaches to incentive compensation for growing firms,...Read more
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