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Webcast

Improving Sales Forecasting – The Power of Predictable Revenue

27 October 2021

Business leaders rely on sales forecasting to gauge organizational health and to guide strategy. But most sales organizations find forecasting extremely challenging, and as a result struggle with forecasts that are rarely accurate. This skews resource investments in hiring and budgeting and prevents management from anticipating important demand trends. In...Read more

Webcast

Hiring Effectively When Talent is Scarce

26 October 2021

According to Zip Recruiter, there are over 700,000 open sales positions in the US, and nearly half of salespeople surveyed expect to be looking for a new job in the next 18 months. However, the cost of a bad sales hire is 2-3x annual salary and rising steadily. Never before...Read more

Webcast

Retaining Salespeople with Sales Compensation

20 October 2021

With the “Great Resignation” in full swing, many organizations fear their best salespeople might soon leave for another opportunity. For those that do leave, compensation may factor heavily in their decision - but not necessarily because they believe they're earning too little. Experience shows that salesperson satisfaction with pay involves...Read more

Webcast

Enhancing Sales Force Insights with Geoanalytics

14 October 2021

Location-based information can add an additional layer of insight into sales and marketing data, but it's a resource many sales organizations do not avail themselves of. New tools and data sources, inexpensive and easy to provision, now put geoanalytics and its rich insights within reach of any firm. In this...Read more

Webcast

New Research: Why Salespeople Avoid “Big Whale” Opportunities

16 September 2021

Many assume salespeople gravitate toward "whales," the largest opportunities available to them. In reality, they often avoid them. A joint US and European research team set out to determine why. Making use of CRM data, survey insights, and experimental data, their research integrates academic theories and a practical sales prospecting...Read more

Webcast

Implementing Sales Compensation Plan Changes with SPM

15 September 2021

Change management now represents a critical capability for sales operations departments, as sales forces grapple with increasing disruption and volatility. Sales compensation updates often accompany other organizational changes and represent an especially crucial element of any sales force-impacting change initiative. In this webcast, we examine how sales performance management (SPM)...Read more

Webcast

Digital Sales Rooms – A Virtual Tool Poised for Wide Adoption

7 September 2021

COVID’s onset came with dire predictions for B2B sales forces. Among them: sales organizations that depend on face-to-face interactions could expect a nuclear winter of new deals, as buyers pulled back and opportunities to develop new relationships disappeared. Some sales forces simply ignored this memo, and developed new ways of...Read more

Forma.ai

24 August 2021

Forma.ai is a transformative new way to manage sales compensation. It’s a hybrid of AI and human controls that we call Sales Compensation as a Service (SCaaS). This unique fusion of automation and operational expertise means SCaaS can deliver the agility, flexibility, and accuracy that every large organization needs to...Read more

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Improving Sales Forecasting – The Power of Predictable Revenue

Hiring Effectively When Talent is Scarce

Retaining Salespeople with Sales Compensation

Enhancing Sales Force Insights with Geoanalytics

New Research: Why Salespeople Avoid “Big Whale” Opportunities

Implementing Sales Compensation Plan Changes with SPM

Digital Sales Rooms – A Virtual Tool Poised for Wide Adoption

Forma.ai

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