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
Webcast
How to Successfully Roll Out a Sales Compensation Plan for 2019
13 December 2018
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What are the secrets to rolling out a winning sales compensation plan? It's critical that the plan be easily understood and that it powerfully motivates the performance of everyone on your sales team, but there are other factors to consider as well, especially because the plan's success depends on your...Read more
Sales Planning Fundamentals Part Four: Territory Planning
12 December 2018
Webcast
The CX Gap: the Existential Threat B2B Sales Forces Don’t See Coming
7 December 2018
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Business-to-business sales forces confront a "customer experience gap" born from the suddenly widening distance between buyers' expectations and experiences. B2B buyers now want two things they're accustomed to from consumer experiences, but that most B2B suppliers can't do simultaneously: accurate, on-demand answers addressing their unique issues, and interactions across a...Read more
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