Research
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
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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
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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
Speakers announced for 2022 Sales Force Productivity Conference
19 October 2020
Special Symposium on Corporate Sales Force Effectiveness Announced at Sales Force Productivity Conference
13 October 2020
How Marketers Can Help Reps Use Sales Content Effectively
13 October 2020
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