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Webcast

Research First Look: Managing Sales Organization Change

8 January 2019

Sales forces are change-intensive organizations, as are the markets and customers they serve. Join us for the first look at recently concluded research on how sales organizations manage change. This research reviews critical change management practices in business-to-business sales forces, focusing on management's efforts to anticipate and lead high impact...Read more

Courses

Sales Territory Management Course

1 January 2019

Fundamentals of Sales Territory Optimization and Management Well designed and managed sales territories allow firms to maximize sales force capacity, provide a foundation for other sales performance management activities (including incentive compensation and quota design), and have a host of other benefits to sales forces. This course reviews territory management...Read more

What Did We Learn From 25,000 Sales Managers? Part 3

24 December 2018

Thinking F.A.S.T Leads to Learning and Development Success

20 December 2018

Research

Managing Sales Organization Change

17 December 2018

Sales forces are change-intensive organizations, as are the markets and customers they serve. This research reviews critical change management practices in business-to-business sales forces, focusing on management’s efforts to anticipate and lead high impact change initiatives. Research outcomes include the degree and speed of change facing sales organizations, sales organization’s...Read more

Research Brief

Research Brief: Managing Sales Organization Change

17 December 2018

Sales forces are change-intensive organizations, as are the markets and customers they serve. This research reviews critical change management practices in business-to-business sales forces, focusing on management's efforts to anticipate and lead high impact change initiatives. Research outcomes include the degree and speed of change facing sales organizations, sales organization's...Read more

Companion Exhibits

Companion Exhibits: Managing Sales Organization Change

17 December 2018

Sales forces are change-intensive organizations, as are the markets and customers they serve. This research reviews critical change management practices in business-to-business sales forces, focusing on management's efforts to anticipate and lead high impact change initiatives. Research outcomes include the degree and speed of change facing sales organizations, sales organization's...Read more