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Full Research Report: Gauging Return on Sales Technology Investments

1 May 2018

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

Blog Post

Great Sales Coaches Know How to Listen

1 May 2018

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

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

Webcast

State of Sales Enablement in 2018

26 April 2018

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

Webcast

Research First Look: Sales Coaching Practices

20 April 2018

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

Webcast

Get and Grow People for Your Process and System

9 April 2018

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

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Full Research Report: Gauging Return on Sales Technology Investments

Research Brief: Gauging Return on Sales Technology Investments

Great Sales Coaches Know How to Listen

Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance

Research First Look: Optimizing Sales Territory Design

State of Sales Enablement in 2018

Research First Look: Sales Coaching Practices

Get and Grow People for Your Process and System

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