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Research

Sales Onboarding: Current Trends, Winning Approaches

17 January 2020

This research examines the current state of salesperson onboarding as well as expected trends. In addition, it considers which current onboarding practices are associated with better outcomes. The survey was completed by 157 respondents from both firms that sell to other firms (B2B) and firms that sell to consumers (B2C)....Read more

10 Critical Soft Skills Your Sales Team Can Learn Online

15 January 2020

Webcast

Onboarding’s Impact on Sales Productivity

14 January 2020

The sales organization’s ability to onboard new salespeople profoundly impacts overall sales productivity. Quantifying these impacts helps establish a business case for onboarding investments. Join us for a webinar in which we detail multiple ways onboarding impacts sales force performance, including decreased salesperson ramp time, enhanced salesperson retention, higher win...Read more

Webcast

Making Sales Strategy Stick

9 January 2020

Changes in sales strategy require careful implementation. In this webcast we explore best practices for implementing new strategy in the sales organization and ensuring sustained execution. Activities that promote adoption are considered, as are approaches unlikely to result in successful implementation. Join us and equip your sales force for strategic...Read more

10 Sales Statistics You Should Know in 2020

2 January 2020

Webcast

Research First Look: Sales Organizations’ Total Compensation Practices

17 December 2019

Incentive compensation is often the sales organizations largest expense. It also garners the lion's share of attention when compensation related issues arise. But firms make sizable investments in other types of compensation that are often overlooked - these include base salary, benefits related to health and retirement, non-cash recognition, and...Read more

Webcast

Selling With Values and Integrity: Creating a Purpose-Driven Sales Culture

11 December 2019

Will the culture you build in the sales organization help you meet your 2020 goals? In the rush to embrace everything changing about the sales profession, it's easy to overlook the enduring qualities that have always been true of great salespeople, and that are often embodied in culture. These include...Read more

Webcast

How Competency Based Learning Contributes to Sales Readiness at FedEx Office

6 December 2019

Competency frameworks offer a foundation useful for talent management and organizing principle for learning investments. But they're frequently seen as an HR or Learning and Development concepts by the sales organization. In this panel discussion, L&D and sales leaders from FedEx Office discuss how they make competency based L&D a...Read more

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