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Webcast

Guiding Sales Transformation: Practitioner Perspectives

6 August 2025

Sales organizations often change in response to shifting market conditions, competitive pressure, or shifts in demand or buyer preferences. Sometimes those changes rise to the level of “transformational” change, involving wholesale restructuring or strategic realignments of selling resources. In this panel, senior sales and sales operations leaders discuss their experiences...Read more

Webcast

New Research on Inside Sales Effectiveness

23 July 2025

Many sales organizations use a combination of inside and outside salespeople, but struggle to determine the optimal mix of the two. New academic research helps address this challenge. Using data from 194 firms and a review of current practices, researchers examined the relationship between the use of inside sales roles...Read more

Webcast

Implementing Sales Compensation Changes

19 June 2025

Changing the sales compensation plan is fraught with peril. Poorly thought out changes can tank morale, erode productivity, and trigger salesperson turnover. A recent Sales Management Association research reveals that firms with the most amount of sales comp program change are least likely to have effective sales compensation programs - suggesting...Read more

Webcast

Focusing Salesperson Coaching on Skill Improvement

11 June 2025

Sales organizations consider coaching an important management role and a critical driver of sales force effectiveness, but few firms effectively coach salespeople. Many fail to elevate coaching among competing manager priorities, while others deliver training, performance feedback, or training, rather than true coaching. This webcast focuses on skills coaching. It...Read more

Introduction to Sales Operations

24 May 2025

Sales operations is an emerging corporate function that guides and supports the sales force, for the purpose of maximizing sales productivity. This overview identifies the contributions and role of sales operations departments â€” how they work and what they do, and their impact on corporate sales force effectiveness. Sales operations...Read more

Webcast

Assessing Sales Compensation Effectiveness

20 May 2025

Firms expect a lot from their sales compensation programs. They design sales comp plans to motivate and direct salespeople, to attract and retain top performing talent, and to produce sales results aligned with business objectives and strategy. But the sales comp plan's effectiveness isn't always self-evident. How do managers gauge...Read more

Webcast

New Research on Sales Engagement Platforms

14 May 2025

Many business-to-business firms use sales engagement or marketing automation platforms. These solutions track buyers' online behavior, and guide and automate many selling activities. Firms marketing these solutions claim they improve sales effectiveness and productivity, but their true benefits to sales organizations remain unclear. In new research, a team of academic...Read more

SPARXiQ

18 April 2025

SPARXiQ understands that achieving sustainable business improvement requires more than just a good plan; it demands the right combination of insights, execution, and continuous learning. Through a suite of tailored analytics, tools, and training solutions, SPARXiQ solves clients' challenges by enabling data-driven decisions and equipping front-line sales teams with skills...Read more

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Guiding Sales Transformation: Practitioner Perspectives

New Research on Inside Sales Effectiveness

Implementing Sales Compensation Changes

Focusing Salesperson Coaching on Skill Improvement

Introduction to Sales Operations

Assessing Sales Compensation Effectiveness

New Research on Sales Engagement Platforms

SPARXiQ

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