Sales Process: A Roadmap to Better Sales Performance
12 January 2019
Webcast
Research First Look: Managing Sales Organization Change 
8 January 2019
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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
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
Register to read full article
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
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