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
Join us for an update on our recently concluded research on sales coaching practices in sales organizations. This webcast offers a first look at research findings, focused on identifying how organizations define sales coaching, and what activities and outcomes they assign to coaching initiatives. The research also quantifies the prevalence...Read more
Dynasties always have great people... but it isn't by chance. Selecting the right people, and effectively immersing them into your process and system can pay tremendous dividends. However, many sales organizations evaluate candidates based on inappropriate characteristics or using ineffective methods. Join us to learn how to recruit and onboard...Read more
Disappointed by your sales process? New research reveals why. Companies need to stop subscribing to the hype that there's only one way to sell. Top performers are not challenging, consultative, transactional, or relationship sellers -- They are 'situational' sellers who adapt their sales approach to different buying situations. In fact,...Read more
The emergence of vast amounts of data from multiple sources, generating new information every second, has empowered buyers more than ever before. This is causing a paradigm shift in sales from being reactive to proactive, and from instinct-driven to insight and data-driven. To exceed skyrocketing expectations of its customers, modern...Read more
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