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Webcast

Territory Planning – Not Just for January Anymore

20 September 2018

Leading payroll and HR provider Paychex is doubling down on its sales organization after a banner year in 2017. While most companies would simply keep the status quo, Paychex has ramped up sales hiring and is implementing a new sales territory strategy. Join Paychex, Sales Management Association, and TerrAlign as...Read more

Webcast

What Buyers Want Now: New Data & Lessons from Sales, Marketing & Customer Success Leaders

13 September 2018

Winning sales organizations understand they must be agile when responding to changing buyer preferences. To do so successfully, they must first understand not just what buyers want from sellers, but how they prefer to buy, and the communications strategies that will drive the most effective engagement throughout the buying cycle...Read more

Research Brief

Research Brief: Sales Operations Competencies

12 September 2018

Sales Management Association's research on sales operations competencies focuses on skillsets and abilities important to sales operations, sales enablement, and other sales force effectiveness functions. It prioritizes competencies considered most critical by management, and suggests which competencies will be of growing future importance. Organizational staffing and recruitment practices are also...Read more

Research Brief

Research Brief: Sales Enablement Practices

12 September 2018

This research explores salesperson training and development practices in sales organizations, with special emphasis on the use of technology to support sales force learning initiatives. Using purpose oriented technology applications in this way is often characterized as â€œsales enablementâ€. Key topics encompassed in the research include identifying management priorities and...Read more

Webcast

Sales Compensation Trends and Best Practices

12 September 2018

Gain first-hand knowledge into industry trends in sales compensation for planning and administration, based on recent survey results and 13 years of Xactly's live aggregated data. Learn the top challenges faced by compensation administration professionals, how to rate the effectiveness of your sales compensation administration process, and most important, tips...Read more

Research Brief

Research Brief: Streamlining Agreements

10 September 2018

Sales organizations expend considerable effort in establishing agreements. These aren’t just limited to commercial contracts, but span a broad range of other agreements, both external and internally focused, such as non-disclosure agreements, pricing exceptions, license agreements, memoranda of understanding, statements of work, and many others. The practices, processes, and tools...Read more

Companion Exhibits

Companion Exhibits: Streamlining Agreements

10 September 2018

Sales organizations expend considerable effort in establishing agreements. These aren't just limited to commercial contracts, but span a broad range of other agreements, both external and internally focused, such as non-disclosure agreements, pricing exceptions, license agreements, memoranda of understanding, statements of work, and many others. The practices, processes, and tools...Read more

Research