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Media, Contributor, and Partnership Guide

22 May 2018

Overview Information on these pages offers a comprehensive guide to using our brand, collaborating with us, and interacting with our audiences. Use the section headings at left to navigate. Need additional information? Contact Bob Kelly at [email protected], +1 (404) 963-7992

Blog Post

Cracking the Sales Management Code: Sales Objectives and How to Achieve Them

22 May 2018

Part Three of a Four Part Series In previous installments from our book Cracking the Sales Management Code (see part 1 and part 2), we shared research findings that revealed three types of sales force metrics, Sales Activities, Sales Objectives, and Business Results. We also identified five discrete sales processes...Read more

Webcast

Territory Management: Industry Best Practices

21 May 2018

Sales territory management presents distinct challenges for many different organizations. This webcast explores industry best practices on how to strategically align and manage your territories. Topics include: Unique aspects of sales territory alignment across multiple industries Infusing territory alignment approaches with data: inputs you need for a successful planning process...Read more

Full Research Report

Full Research Report: Optimizing Sales Territory Design

20 May 2018

This research explores management practices related to territory design and optimization. It identifies how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research quantifies management’s satisfaction with current approaches, emerging trends in territory planning, and best practice approaches for optimizing salesperson assignments. This comprehensive report features all findings,...Read more

Research Brief

Research Brief: Optimizing Sales Territory Design

20 May 2018

Research

Optimizing Sales Territory Design

20 May 2018

Full Research Report

Full Research Report: Sales Coaching Practices

15 May 2018

This research explores coaching practices in sales organizations. It identifies how organizations define sales coaching, and what activities and outcomes they assign to coaching initiatives. The research quantifies the prevalence and frequency of coaching activities, and management views of coaching’s importance to sales organization success. Lastly, the research identifies key...Read more

Research Brief