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Transforming Sales Planning to Match the Speed of Change

25 March 2021

Few functions within the firm have undergone as much change as the sales organization. Operating in change-intensive environments even before COVID-19, sales forces have had to react to heightened uncertainty in demand, product supply, and customer access since the pandemic's onset. In trying to adapt, many have been hobbled by...Read more

Conference Archives

Uncharted Territories: Deployment Strategies for Sales Forces in Transition

25 March 2021

For most firms, adapting to the COVID-19 crisis involved a radical redeployment of salespeople from predominantly outside selling roles to virtual selling roles. Accompanying these changes were shifts in selling strategy, capacity, targeting, and effectiveness. Few pre-pandemic response curves or return-on-activity models remain accurate now. Looking ahead, management must anticipate...Read more

Conference Archives

Managing Salespeople in a World That Never Stops Changing

25 March 2021

Current market conditions are fraught with change, that’s a given. But the conventional wisdom about that change is often misleading and not supported by empirical data. Managers must separate fact from hype to avoid making decisions based on faulty assumptions, or risk falling behind those with a keener grasp of...Read more

Conference Archives

Using Performance Measures: Research Based Practices for Sales Organizations

25 March 2021

Sales organizations use a variety of performance measures to measure, reward, manage, and evaluate salespeople. These include financial outcome-oriented measures like revenue attainment, activity measures such as the number of sales calls made, pipeline or process-related measures, and customer-focused measures such as customer satisfaction, adoption, or renewal. Our recent research...Read more

Conference Archives

Developing an Agile Sales Force

25 March 2021

In order to scale, sales forces must adopt a consistent, repeatable sales processes. But in doing so sales leaders often overemphasize a single methodology, stifling adaptability in order to minimize variation. This hobbles the sales organization’s ability to adapt when buyers, markets, or selling environments change. Sales organizations must instead...Read more

Conference Archives

Managing Risk: What Sales Leaders Should Know

25 March 2021

The COVID-19 crisis demand from sales organizations new forms of leadership, and new ways of adapting sales forces in response to the pandemic. Now comes new uncertainty in preparing for post-COVID recovery. In uncertain environments, as many sales organizations have learned, success isn’t defined by how accurately we predict the...Read more

Jedox

25 March 2021

Conference

Q1 Conference: Sales Force Recovery Planning

8 March 2021

2020 offered sales leaders a career’s worth of crisis management experience in the span of a few months. Yet the COVID-19 pandemic’s lessons for management are far from over. Sales leaders now must prepare for greater uncertainty, continued disruption, and increased volatility in the first six months of 2021. We're...Read more