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6 May 2019
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4 May 2019
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Webcast
Managing Sales Performance While Adapting to Change 
30 April 2019
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Constant change seems to be the sales organization's normal resting state. Customers, territories, salespeople, quotas, products, market conditions -- when any of these change, management must be able to adapt without compromising sales performance. In this webcast, we examine strategies for implementing a flexible approach to sales performance management capable...Read more
Webcast
Research First Look: Emerging Practices in Sales Learning and Development
23 April 2019
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Many sales organizations are changing how salespeople learn and develop skills, by adapting conventional training methods (classroom training, for example), but also by incorporating bold new approaches. This webcast provides our first look at recently concluded research on this topic. The research surveys a broad range of sales training practices,...Read more
Webcast
Salesperson Attrition: How to Plan for It and Model Its Impact
16 April 2019
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Employee attrition is costly for any firm function, but in sales it can jeopardize the firm's ability to make its number. In this webcast, we'll evaluate various models for quantifying salesperson attrition's impact and discuss how to select the best model for use in planning. Other topics include: Sensitivity analysis...Read more
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