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Research

Performance Measurement Trends In Sales Organizations

10 December 2020

Sales organizations typically use a variety of performance measurement approaches. These include measures of financial outcomes (like sales revenue or sales quota achievement), but also activity measures such as number of calls made, demos given, or proposals generated. This research examines how sales organizations use various measures, and the performance...Read more

eSpatial

23 November 2020

eSpatial helps businesses transform sales productivity through mapping software. We pair advanced territory re-alignment tools with geographic data analysis. Together, these tools help you optimize your sales resources, resulting in higher revenue and lower costs. eSpatial has been helping businesses better understand their market and customers since it launched in 1997,...Read more

Research

Sales and Sales Management Competencies

22 November 2020

Many organizations use competency-based management programs as an over-arching framework for managing talent. Competency-based management programs did not originate in the sales force, nor is their application unique to sales management. Using competency-based programs in managing the sales organization yields significant benefits to many firms, and we believe it offers...Read more

Courses

8 November 2020

Resources

1 November 2020

Webcast

Research First Look: Executing Hard Pivots in Sales Strategy

27 October 2020

Even before the global health crisis, sales organizations often operated in change-intensive environments. With the pandemic amplifying uncertainty in most sales organizations, many have undergone abrupt and substantial pivots in an effort to adapt to volatile demand and social distancing constraints. This webcast provides an initial look at recently concluded...Read more

Webcast

Motivating Salespeople in Challenging Environments

20 October 2020

The pandemic presents sales organizations with many challenges. For salespeople, adapting to virtual selling has also meant learning to cope with unaccustomed isolation, and reduced interaction with colleagues and customers. This has made staying motivated more difficult for many sales forces. This webcast provides management with strategies for increasing salesperson motivation...Read more