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Webcast

The Changing Nature of Sales: New Research on the Enduring Impact of the COVID-19 Crisis

20 August 2020

Florida State University's Leff Bonney recent research reveals the potential lasting impacts of the current pandemic on buying and selling over the net several years. Based on input from more than 250 buyers, 500 sellers, and 300 managers, it suggests how buyers and sales organization perceive the pandemic's impact differently,...Read more

Webcast

Rapid Reskilling for Sales Forces in Transition

19 August 2020

Many sales organizations are attempting hard pivots in uncertain markets - selling restructured products and services, and addressing suddenly collapsing (or surging) demand. This webcast provides best practice approaches to rapidly re-skilling salespeople in dynamic market conditions, when learning objectives are likely to change quickly. The session offers: Practical, "how-to"...Read more

SCM ICM Vendor Comparison Survey Results

19 August 2020

Reduce Costs and Increase Sale with Efficient Sales Territory Management

18 August 2020

5 Benefits of Implementing an E-Learning Solution

18 August 2020

Webcast

How Culture Contributes to a Happy, Productive Sales Force

6 August 2020

Culture eats strategy for breakfast, as management theorists have pointed out. But sales organizations don't give as much thought to culture as they do to strategy. Given the often autonomous nature of many sales roles, culture's impact can be especially important in shaping the decisions salespeople make, and their attitudes...Read more

How to Inspire Staff Positivity and Engagement in a Pandemic

4 August 2020

Webcast

Research First Look: Survey of SPM and ICM Providers

22 July 2020

Our ongoing survey of Sales Performance management (SPM) and Incentive Compensation management (ICM) providers offers a comprehensive look at these solutions’ offerings, capabilities, and effectiveness, based on feedback from practitioner users. The research also details general sales performance management practices and the technology applications used to support them. As an...Read more

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