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
Webcast
No Process, No Sales Dynasty — Make Your Sales Coaching Process Superior to All Others 
12 March 2018
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Building on what we learned in our second session in this series on defining the sales process, here we extend that logic to sales leaders leveraging examples from sports dynasties. In this session we discuss the critical role coaching plays in near-term and sustainable sales performance. We also provide a...Read more
Blog Post
To be effective, sales organizations must be aligned with company strategy and market demands. Join Goizueta Business School’s Professor of Marketing Sandy Jap, and the Sales Management Association’s Chairman Bob Kelly for a special two-day Goizueta Business School workshop: Sales Leadership and Channel Management, 13-14 March. This workshop focuses on...Read more
Webcast
Choosing the Right Sales Performance Management Solution for Your Sales Team in 2018
1 March 2018
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How can you drive increased revenue from sales performance management technology? What critical capabilities are most likely to improve your sales execution and operational efficiency? These questions deserve some discussion and guidance at the beginning of a new year. Join sales performance experts Mark Smith, CEO & Chief Research Officer...Read more
Territory and quota management are linchpins in any effective sales performance management system. In this web panel, we reviewed key concepts of sound territory and quota design, and discussed best practices related to these disciplines.
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