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What Past Crises Can Teach Today’s Sales Managers

8 May 2020

Sales leadership faces a once-in-a-generation challenge in responding to the COVID-19 coronavirus pandemic. Past crises are instructive for showing the way forward, and for suggesting management’s best course of action. Drawing on lessons from 9/11 and the Great Recession, this webcast offers a framework for optimizing leadership, management, and coaching...Read more

Conference Archives

High Pressure, Hard Pivots: What Sales Managers Must Expect in the Months Ahead

8 May 2020

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Conference Archives

Technology, Education, and the Learning Sales Organization

8 May 2020

Technology has long held promise for revolutionizing education, even though many educators and trainers have regarded it with indifference. The pandemic might change that. Not just by making all learners remote learners, and therefore technology dependent, but by wiping clean the assumptions and legacy conventions that define education and training....Read more

Conference Archives

Building Resiliency through Alternative Revenue and Sales Models

8 May 2020

Recurring revenue models, including subscription and XaaS models, have long been leveraged to demonstrate reliable revenue streams and seek higher valuations for companies. However, the recent pandemic has provided a new more pressing motivation for exploring these models: creating revenue resiliency in times of downturn. Simon-Kucher Partners’ Adam Ecther and...Read more

Conference Archives

Clarity and Agility: Sales Management’s New Imperatives

8 May 2020

The levels of stress and distraction that B2B salespeople are facing has suddenly multiplied by orders of magnitude. How do you stabilize your sales force in a time of chaos and uncertainty? How do you minimize the negative impact of unprecedented distraction? Is it possible to leverage this current crisis...Read more

Conference Archives

Diamonds or Dust? Influencing the Outcomes of Management Under Pressure

8 May 2020

Adversity and failure often bend managers' career trajectories in unexpected ways, and the pandemic will be just such an inflection point for the subset of managers that are sufficiently introspective and motivated to both learn and develop new skills as a result of current challenges. The current situation is an...Read more

Conference Archives

Making Sense of Sales Territories in a post COVID-19 World

8 May 2020

Assigning and optimizing sales territories is a complex undertaking for most sales organizations, even in "normal" circumstances. It requires balancing multiple objectives, accommodating a range of complicating factors, and accommodating the need for ongoing adjustments and contingencies. The global pandemic has amplified this complexity, and will require most firms to...Read more

Conference Archives

SPM Apps and the New Analytics of Uncertainty

8 May 2020

Sales Performance Management (SPM) is a fast-growing technology that tackles salesperson assignments and territories, quota management, incentive compensation administration, and sales and incentive performance reporting. Its more notable players include Xactly, Varicent (formerly IBM), SAP (formerly CallidusCloud), Oracle, and Anaplan. SPM promises management greater control, richer insight, and faster decision...Read more