Resources

A study of emerging trends and best practices for sales leadership. This research examined sales forecasting in business-to-business organizations. Research questions identified core practices, processes, and resources considered essential to forecasting; revealed factors that contribute to effective sales forecasting; and determined how salespeople and managers interact in sales forecasting initiatives.

New technology, new research, and an evolving work force are changing the landscape of sales compensation. Listen in on this webinar to find the 5 biggest trends shaping sales compensation, why they re occurring,and what it means for your role. Specifically, we will cover: Globalization of sales compensation and thecentralization...Read more

Feel confident in what you’re going to achieve in 2015? Want to see what your peers said? Qvidian surveyed sales and marketing executives from companies around the globe to better understand their outlook for 2015. They’ll share what they uncovered, including: Executive management priorities imply that most organizations continue to...Read more

Sales performance reporting guides leadership’s decision making, and represents an important information management priority for many firms. This research investigates the use of performance reporting in business-to-business sales organizations, and identifies management priorities and best practices. Specific areas of focus for this research include: Identifying current approaches for provisioning sales...Read more

Quota setting is consistently at or near the top of the list of sales compensation challenges for most companies. One reason is because ineffective quotas can derail even a well-designed sales compensation program. Many sales organizations consider poorly-set quotas among the chief threats to sales force motivation. Prevailing practice contributes...Read more

Sales compensation programs are a treasure trove of data. The best companies know that it's important to make optimal use of such information - but it hasn't always been easy. This webinar will explore how new developments in natural language-based cognitive computing promise to help your compensation team see non-obvious...Read more

When they work, onboarding programs improve salesperson productivity and new hire success rates, which can profoundly impact overall sales organization performance. Yet onboarding approaches vary in scope, intensity, and outcomes across firms. This study offers a survey of onboarding practice in business-to-business sales organizations, identifies onboarding program elements that contribute...Read more

What better way for sales leaders to ring in the New Year than taking a nice look back on 2014’s job market. In this webinar, we will shed light on the employment market as it applies to sales organizations.  We will be taking a deeper look at the economic trends...Read more