Resources

I need a stack rank of your team. Have the updated forecast ready by the end of the day. Get those new hires up to speed faster. Requests, or demands, like these can come quick and often from CEOs to sales managers—stealing precious time from effectively managing their sales teams....Read more

Sales force incentive compensation is critical to driving sales growth, and can be one of the largest expenses of an organization. For this reason, it is imperative to continually evaluate incentives and support processes to ensure accuracy and effectiveness.  Inaccuracies, weak performance reporting and inflexible systems can be as harmful...Read more

The Great Recession that followed the 2008 –’09 economic collapse forced many firms to reduce selling expense in the face of declining demand. As recovery dawns, some sales leaders question if their sales organizations have the capacity to fully exploit future growth opportunity. It would appear that with fewer sales...Read more

Quota management – the process of forecasting performance, assigning goals, and administering changes – plays a crucial role in the success of the sales compensation plan, not to mention a sales organization's overall performance management efforts. In this Sales Management Association webcast, Hewitt Associates’ Scott Sands, National Practice Leader, Sales...Read more

Few large sales organizations can match EMC’s growth over the past ten years, during which time the global IT firm has enjoyed year-over-year growth rates in excess of 100%, and a four-fold increase in employees to 40,000 worldwide. One key to its remarkable growth record is its focus on sales...Read more

Businesses invest heavily in deploying field forces to service customers and increase revenues. Field resources may expand or decrease depending on business conditions, but the central challenge remains the same. It’s critical to ensure that these field resources find their targets, deliver their message, complete their tasks, document their activities,...Read more

Any company with a direct sales force has lots at stake in efficiently deploying its sales resources. Yet few sales organizations structure sales territories with a rigor approaching even the most routine analysis used by other “deployment” functions in the firm, such as that used by supply chain departments in...Read more

An emerging software category called “Sales Performance Management,” or SPM, is providing a new level of sales management insight for firms who’ve adopted SPM systems. Interest in these systems is surging, due in part to the value they provide sales organizations confronting reorganizations and deployment changes – an increasingly common...Read more