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Webcast

Research First Look: Incentive Compensation and Sales Performance Reporting Practices Full members only

11 September 2019

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Join us for a first look at recently concluded research on incentive compensation and sales performance reporting. Presenters will describe initial conclusions from this research in anticipation of the published report. Reporting is a cornerstone of sales performance management, and reporting practices in sales organizations are quickly evolving. This research...Read more
Webcast

Digital Document Transformation in Sales Full members only

10 September 2019

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Digital transformation is fundamentally changing the way sales forces interact with customers, and those customers' expectations of sellers. One crucial area of digital transformation relates to documents. Documents are essential to many business processes, but too often are handled with manual processes that make selling inefficient, sap valuable sales capacity,...Read more
Blog Post

CRM’s Triumph of Hope Over Experience

6 September 2019

Samuel Johnson called second marriages the triumph of hope over experience. His quip works for CRM implementations too. Three decades after CRM’s advent, our new research finds most firms’ CRM implementations characterized by lower than acceptable return on investment, less than satisfactory user adoption, and lots of unrealized potential. Why...Read more
Webcast

Designing High Performance Sales Compensation Plans Full members only

4 September 2019

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Once a firm establishes the sales organization's strategy and performance objectives, aligning incentive compensation plans to these objectives is a critical next step. This webcast covers the tactical considerations of sales incentive compensation plan design, including selecting the most effective performance measures, determining performance targets, establishing accountability for the plans'...Read more

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