Technology is a growing and increasingly strategic investment for sales forces. This research identifies how sales organizations prioritize technology’s potential benefits and quantify its return on investment (ROI). Various approaches for estimating ROI are examined, and various measures of technology impact are prioritized based on importance, accuracy, and prevalence of...Read more
Companion Exhibits
Companion Exhibits: Gauging Return on Sales Technology Investments 
1 May 2018
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Technology is a growing and increasingly strategic investment for sales forces. This research identifies how sales organizations prioritize technology’s potential benefits and quantify its return on investment (ROI). Various approaches for estimating ROI are examined, and various measures of technology impact are prioritized based on importance, accuracy, and prevalence of use. The research...Read more
Full Research Report
Full Research Report: Gauging Return on Sales Technology Investments
1 May 2018
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Technology is a growing and increasingly strategic investment for sales forces. This research identifies how sales organizations prioritize technology’s potential benefits and quantify its return on investment (ROI). Various approaches for estimating ROI are examined, and various measures of technology impact are prioritized based on importance, accuracy, and prevalence of use. The research...Read more
Research Brief: Gauging Return on Sales Technology Investments
1 May 2018
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Technology is a growing and increasingly strategic investment for sales forces. This research identifies how sales organizations prioritize technology’s potential benefits and quantify its return on investment (ROI). Various approaches for estimating ROI are examined, and various measures of technology impact are prioritized based on importance, accuracy, and prevalence of use. The research...Read more
Coaching is the most important job a manager has, yet so many sales managers fail to properly execute coaching conversations. Why are so many sales managers lacking this critical skill? It is a common practice to promote sales professionals to the role of sales manager based on the individual’s success...Read more
Blog Post
Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance
27 April 2018
Part One of a Four Part Series We’re delighted to write a four-part blog series to introduce the research findings from our best-selling book, Cracking the Sales Management Code. Ground-breaking research and insights from the book have transformed sales management thinking within global companies like GE, 3M, Tyco, and many...Read more
Webcast
Research First Look: Optimizing Sales Territory Design
27 April 2018
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Join us for a webcast of our latest research findings on optimizing sales territory design. Featuring input from more than 100 business-to-business sales organizations, this research explores management practices related to territory design and optimization. It identifies how organizations assign salesperson responsibilities for prospects, customers, and geographies. Research findings quantify...Read more
Nearly 500 B2B sales enablement, sales, and marketing leaders weighed in on the top priorities and biggest challenges of 2018 in Highspot's annual State of Sales Enablement survey. Join us for a live webinar and be the first to preview the results, including: How to tackle what your sales enablement...Read more
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