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
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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
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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
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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
Conference Archives
WORKSHOP – Managing the Sales Organization Using Competencies
26 November 2019
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Competency models can anchor a sales organization's approach to talent management, performance management, and learning and development. In this workshop, Zach Hall describes current approaches to using competency modeling, offers basic ideas for getting started with competency models for sales, and highlights best practices in competency model implementation. His talk...Read more
Want to boost sales? Don’t DIY the sales process
26 November 2019
Use These 5 Steps to Onboard New Sales Reps
22 November 2019
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