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Webcast

How New Cognitive Technologies Will Guide Sales Training and Enablement

9 June 2021

Sales leaders could be forgiven their skepticism when it comes to Artificial Intelligence (AI). Tech marketers (including many in the sales effectiveness space) are quick to brand any computational capability as "AI," while pundits have been touting AI's disruptive impact seemingly for decades. Nevertheless, AI, and the cognitive technologies derived...Read more

Webcast

Building Resilient Sales Forces

3 June 2021

Sales forces were forced to demonstrate unprecedented resilience over the past year, as they battled pandemic-related hardships and unanticipated challenges. There are indications that sales force resilience will continue to be critical during a period of unpredictable recovery. In fact, many signs point toward resiliency as the single most important...Read more

Webcast

(Rebroadcast with live Q&A) Best Practices in Salesperson-Level Territory Planning, Process, and Execution

1 June 2021

A rebroadcast of a previously aired session, this rebroadcast will feature live Q&A. 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...Read more

Webcast

Managing Incentive Compensation in Rapidly Changing Environments

27 May 2021

Sales organizations were environments characterized by a high degree of change well before COVID-19; the pandemic's onset has compounded that change intensity. Adapting to changing circumstances frequently involves incentive compensation plan changes. In this webinar, we discuss the best ways to change sales compensation in response to changes in the...Read more

Webcast

Aligning Territories and Quotas with Sales Strategy

26 May 2021

Sooner or later, most sales organizations substantially revise their sales strategy. These changes, which can include shifting targets, value propositions, channels, and sales process, must be accompanied by a corresponding realignment of salesperson assignments and performance expectations. Nimble sales forces can execute these changes quickly, using flexible planning approaches that...Read more

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