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Webcast

Maximizing Sales Coaching Program Effectiveness

25 January 2024

The capstone session in our multi-part session on sales coaching program effectiveness, this webcast addresses how sales coaching programs evolve from good to great, and how management can ensure the maximum impact on sales force productivity from their coaching investments. Topics covered include: Developing master coaching competence in the sales...Read more

Webcast

Retaining Top Sales Talent Without Increasing Pay

24 January 2024

Retaining top talent is suddenly a front burner priority for sales organizations. In many industries, the labor market balance-of-power has swung in favor of workers, and salespeople are more vulnerable (and receptive) to competitors' poaching efforts. At the same time, employers may be under mounting financial pressure, with limited ability...Read more

Sales Organization Design

18 January 2024

This course provides an overview of key concepts, principles, and practices related to designing effective sales organizations. The course has two modules: the first shows how sales jobs are organized, and the role of specialization in sales job design. The second module offers more detail on commonly used sales organization...Read more

Research

Corporate Best Practices in Sales Performance Management

18 December 2023

This research examines sales organizations’ approaches to sales performance management. It examines a set of core management practices important to guiding and supporting sales organization productivity, including resource and goal allocation, incentive design and management, performance reporting and analytics, and data management. The research identifies prevailing approaches and best practices...Read more

Revenue Analytics in Retention, Growth, and Churn

14 December 2023

This course presents a framework for analyzing the sales organization’s growth capability, using insight into historical revenue retention and churn, and analysis of two different sources of growth – new customer acquisition, and customer expansion. These analytics – using a specific approach called “MAP” for Maintenance, Acquisition, and Penetration –...Read more

Salesperson Hiring and Selection

13 December 2023

This module is the first of four modules on recruiting, selecting, and hiring salespeople.It presents selection frameworks and hiring best practices for firms interested in improving their effectiveness in these areas. Learners who complete the first module are asked to indicate their interest in subsequent modules; these will be available...Read more

Webcast

Course Correcting Sales Coaching Programs

12 December 2023

Sales coaching programs may initially fail to deliver the results management expects. Most programs require careful assessment after implementation, and adjustments, both small and large, to begin generating significant impact. In this session, we review the most common course corrections used to help sales coaching programs get back on track....Read more

Normalizing Salesperson Performance

4 December 2023

This module addresses assessing salesperson performance when territories have unequal potential and workload. By normalizing performance, management can better evaluate salesperson value based on factors other than aggregate sales. The module also considers how to balance territories based on potential, workload, or other factors. It presents basic approaches for balancing...Read more

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