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AI’s Impact on the Sales Organization: Managing on the Jagged Frontier

18 September 2025

AI is changing the way sales organizations work, how salespeople sell, and how core functions such as sales operations and enablement support sales productivity. This session examines AI's impacts on sales forces. AI is improving efficiency and productivity, but is also expected to permanently change staffing models and organizational structure...Read more

Webcast

How AI is Revolutionizing Sales Training

10 September 2025

Sales organizations are seeing incremental productivity gains from AI adoption. While significant to be sure, these impacts mostly fall short of the disruption suggested by AI’s unrelenting hype. Except when it comes to sales training. AI enabled training offers the most compelling and demonstrably value-creating application of AI for most...Read more

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

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AI’s Impact on the Sales Organization: Managing on the Jagged Frontier

How AI is Revolutionizing Sales Training

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

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