Courses
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
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
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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
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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
Webcast
Using Behavioral and Social Intelligence to Help Salespeople Succeed
13 December 2018
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Author Jason DeAmato considers behavioral and social intelligence key to sales success. In this webcast, he presents a model for categorizing buyers into one of four social styles: analytical, driving, amiable, and expressive. These styles, according to DeAmato, dictate how each individual person acts, thinks, and makes decisions. DeAmato shows...Read more
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