Allego
9 November 2017
Blog Post
It’s not a new concept. Post a leader board in the office and everyone notices. No one wants to find their name at the bottom, or even worse, not make the leader board at all. I’ve had the opportunity to speak with sales reps who have worked for my clients...Read more
Burdening the sales force with administrative responsibilities comes at a high cost. Displacing time that could be spent selling, low-value administrative tasks distract salespeople from more productive activity, and result in missed opportunity. This webcast presents practical approaches for minimizing the sales organization's administrative activities, and getting back to the...Read more
The buzz surrounding artificial intelligence (AI) and its potential impact on sales organizations includes predictions of massive job losses and obsolescence for traditional sales roles. Are these claims over-hyping AI's potential, or do they reflect the inevitable consequence of continued technological progress? How should sales leadership anticipate a future that...Read more
Webcast
Why Your Sales Onboarding Process Is Broken & How to Fix It 
25 October 2017
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Many of us are familiar with the 10,000 Hours rule popularized by Malcolm Gladwell in his book, Outliers. The theory goes that for anyone to reach the tipping point of greatness, they must study or practice a specific skill for 10,000 hours. In the years since, the theory has been...Read more
Conference Archives
Keynote Panel – The Four Salesmen of the Apocalypse: Automation, Analytics, Artificial Intelligence, and Autonomous Workers
18 October 2017
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In the Book of Revelation, four horsemen (Death, Famine, War, and Conquest) open a can of world-ending whoop ass before the last judgment. Four forces are similarly positioned as harbingers of the sales force’s demise. They are automation, marketing, artificial intelligence, and crowdsourcing. Pundits would have us believe these technologies...Read more
Conference Archives
Workshop – Measuring Sales Force Activity: Research Based Insights
18 October 2017
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Selling activities – the essential tasks that comprise a salesperson’s job, and include things like making customer calls or generating proposals – ultimately determine salesperson productivity. But collecting sales activity data is notoriously tricky, and few firms do so effectively, leaving management with inadequate insight into root causes of performance....Read more
Conference Archives
Workshop – New Trends in Sales Performance Management
18 October 2017
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Progressive firms are doing more with sales performance management (SPM) tools, which in the past often focused on incentive compensation management. Using metrics to model various territories, balance resources, and predict outcomes; implementing rewards systems that are aligned with corporate objectives and sales strategies; and offering mentoring to the sales...Read more
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