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
Webcast
Revenue Operations’ Transformative Impact on Growth 
4 March 2021
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Many organizations are beginning to focus on "revenue operations." By applying technology, process discipline, and an eye toward improving end-to-end customer experience, revenue operations initiatives can dramatically improve the efficiency, speed, and throughput of firms' growth efforts. In this webcast, Ash Finnegan, Conga's Digital Transformation Officer, offers a revenue operations...Read more
Webcast
Digital Documents’ Impact on Sales Team Productivity
18 February 2021
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Sales leaders are always looking for ways to increase their sales teams' productivity. Digital documents allow salespeople to spend less time on paperwork and more time selling. Join this webinar to learn how digitally transforming proposals, quotes, invoices, and other document processes helps sales teams increase available selling time and...Read more
Webcast
Guiding Business-to-Business Selling with Machine Learning
16 February 2021
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Online sites like Amazon use advanced analytics to personalize consumers' shopping experience, by making product suggestions based on similar consumers' preferences, for example. This can dramatically improve the shopping experience. Now business-to-business sales organizations are adopting similar strategies, mining deal-level data to anticipate buyers' needs. Machine learning techniques can identify...Read more
Webcast
Research First Look: Performance Measurement Trends In Sales Organizations
10 December 2020
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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 webcast provides a first look at recently concluded research examining how...Read more
Research
Performance Measurement Trends In Sales Organizations
10 December 2020
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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
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
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