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Webcast

Research First Look: Measuring Sales Compensation Program Impact

26 January 2022

Join us for a first look at new research on sales compensation program impact. The research considers how firms measure sales compensation impact, including the degree to which they consider salesperson sentiment and satisfaction when judging program effectiveness. The research quantifies the business value of incorporating field input on sales...Read more

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19 January 2022

Machu Picchu, Peru.

19 January 2022

Statue of Liberty, New York City.

19 January 2022

The Colosseum, Rome

19 January 2022

Eiffel Tower, Paris.

19 January 2022

Webcast

Allocating Salesperson Resources – Deciding How, When, and Where

13 January 2022

When management assigns salespeople to specific opportunities, accounts, segments, or geographies, they make resource allocation decisions that influence overall sales organization capacity, workload, and productivity. Over time, many small decisions can have outsized impacts. That's why the most effective sales organizations regularly review these resource allocation decisions to ensure they...Read more

Michael Ahearne

31 December 2021

speaker Profile About Michael Ahearne Michael Ahearne is Professor of Marketing and C.T. Bauer Chair in Marketing at the University of Houston. He is also the Research Director of the Stephen Stagner Sales Excellence Institute. Mike’s research has primarily focused on improving the performance of salespeople and sales organizations. He...Read more

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Research First Look: Measuring Sales Compensation Program Impact

The Acropolis, Athens

Machu Picchu, Peru.

Statue of Liberty, New York City.

The Colosseum, Rome

Eiffel Tower, Paris.

Allocating Salesperson Resources – Deciding How, When, and Where

Michael Ahearne

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