Resources

Few companies would discourage salespeople from making sales calls, even when sales effort reaches the point of diminishing returns. But that’s exactly the right thing to do, when incremental activity no longer correlates with incremental sales. Response curves help management determine how many sales calls – or other sorts of...Read more

MHI Research Institute's Tom Chamberlain presents findings from MHI's recent research in a special webcast for the Sales Management Association's audience. Now in its 12th year, the MHI Sales Best Practices Study captures and measures the behaviors, attributes and performance of World-Class Sales Performers, providing a foundation for benchmarking organizations...Read more

In this webinar, you will see how sales analytics and dashboards become part of the sales team daily routine. The focus will be on dashboards that sales leverage to manage their time, measure performance, collaborate globally, strategically target territories, and more! Tableau Sales Vice President of Sales Operations will show...Read more

The CRM promises enormous potential for improving sales organization productivity, but companies have had mixed success in leveraging CRM to drive transformational sales effectiveness improvements. This research attempts to understand CRM's impact on sales organization effectiveness, identifies what drives successful CRM deployments, and prioritizes where organizations can improve their utilization...Read more

Teaching and selling share common challenges. That glazed look in a reluctant prospect's eyes? It's surely familiar to teachers, who, like salespeople, too often lecture instead of interacting. (Anyone? Anyone?) Just as sales forces are rethinking how to engage customers, educators are similarly innovating in the classroom. In both cases,...Read more

How do you know if your sales plans are delivering on their promises? What if you need to make course corrections or new opportunities are presented? Are you ready to answer these questions?  Every year, it’s the same cycle, you model the right territories, set quotas, model variances, build plans,...Read more

If you're a sales leader, you understand how vital it is to improve sales productivity. Listen to this webinar in which Joe Galvin, Chief Research Officer of the MHI Research Institute, shares the latest data on productivity drivers that support sales leaders in making decisions about strategic investments to drive...Read more

Sales managers crucially influence overall sales force performance. How do firms ensure managers are measured on the most impactful metrics? Results from our recent survey explores how firms define and measure the effectiveness of their first-line sales managers (FLSMs). Specifically, we examine: What tools and processes are used to define,...Read more