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Webcast

Best Practices in Salesperson-Level Territory Planning, Process, and Execution

19 May 2021

Sales forces optimize territories to maximize salesperson productivity, but often overlook how salespeople themselves approach getting the most out of their territory assignment. This session considers approaches to rep-level territory management, and offers insights for firms interested in better supporting execution at the territory level.

Anaplan

4 May 2021

Blog Post

Using Territory Management Tools to Assess Salesperson Performance

30 April 2021

A guest post by eSpatial‘s Heather McLean. How do you really know who your ‘best’ reps are? Every sales manager knows that they have a responsibility to keep an eye on the performances of their various sales reps. Your strong, experienced guidance is necessary to your (and their) efforts to...Read more

Webcast

How T-Mobile Improved Sales Proposals to Close More Deals

21 April 2021

A great proposal alone won’t guarantee success, but poor proposals can undo even the best solutions and salespeople. In this session, we review how T-Mobile assessed its sales proposal effectiveness, implemented improvements, and employed technology to enhance proposal speed, customer experience, and win rates.

Spectrum Technologies

9 April 2021

Conference Archives

2021 Sales Force Recovery Readiness Conference Online

26 March 2021

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Conference Archives

Keeping Track of Territories

25 March 2021

Tracking sales territory changes are difficult in normal circumstances. Managing such changes may get much more difficult in the coming months, as sales organizations re-deploy field salespeople post quarantine. In this session, we consider a set of administrative best practices for sales organizations managing multiple territories, and how to anticipate...Read more

Conference

Sales Preformance Management Software: Where Are Sales Organizations Seeing Value?

25 March 2021

Drawing from the Sales Management Association’s ongoing practitioner research on SPM and ICM (Incentive Compensation Management) vendors, this session offers a comprehensive look at their offerings, capabilities, and effectiveness. Key vendors are profiled and rated using survey data gleaned from member users. Participants who use SPM or ICM software today...Read more