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Reducing Stalled Opportunities in the Sales Pipeline

16 January 2018

Sales opportunities stalled due to no decision? wreak havoc on growth-focused sales forces. Over time, these stalled opportunities pile up, obscuring more actionable opportunities. Eventually, management finds these "sclerotic" pipelines of little use at all. Now new research indicates why so many opportunities fall victim to no decision, and how...Read more

The Complete Introduction to Incentive Compensation for Sales

12 January 2018

Academic Partners

18 December 2017

DePaul University’s Center for Sales Leadership DePaul University’s Center for Sales Leadership is one of the largest and best centers for sales management education. Drawing from a sizable and diverse student body, and a faculty with deep business expertise, the Center’s mission is to “connect the best students with the...Read more

Webcast

Empowering the Sales Organization with Analytics – Last In a Three Part Sales Planning Series

15 December 2017

Sales leaders often have more data than they know what to do with. This webcast helps sales leaders sort out the metrics that matter most to driving sales force performance. The last in our three part sales planning series, this session features approaches to coordinating key performance metrics across functions...Read more

Blog Post

Behind the Scenes of the annual Sales Force Productivity Conference’s Panoramic Photo

11 December 2017

Every year at the Sales Force Productivity Conference, the Sales Management Association invites photographer Shawn McElroy to capture a group photo of the attendees. At first glance, the conference attendees appear to be seated in a line around the stage. However, the photo is actually a panoramic photograph with the...Read more

Webcast

Building a Sales Enablement Charter for 2018: Lessons from HubSpot

11 December 2017

Running headlong into the world of sales enablement? You're not alone. According to new research from CSO Insights, 59% of organizations surveyed now have a dedicated sales enablement function, a YOY increase of more than 26%. Another 8.5% cited plans to add this function in the next 12 months. In...Read more