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
Workshop – Research on World Class Sales Practices: Actionable Insights for Sales Leaders
18 October 2017
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In this session, Seleste Lunsford shares data from the just-released 2017 World-Class Sales Practices Study. In its 20th year, CSO Insights’ study combines historical perspective with fresh, unique insights, while focusing on the most critical organizational practices that produce the greatest lift in results. The session offers actionable insights for...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
Conference Archives
Workshop – Location Data: Sales Analytics’ Force Multiplier
18 October 2017
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Innovations in analytics, mobility, and applications are redefining what’s possible for sales organizations. Among these advancements is the use of geospatial and location data. By integrating location information into applications like CRM, firms are dramatically improving their sales team’s spatial insights into lead intelligence, customer data, and market opportunity. In...Read more
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