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Webcast

Research Update on Sales Onboarding Practices

11 December 2014

Onboarding programs attempt to accelerate new salesperson productivity and new hire success rates. Our recent research examines sales onboarding programs in business-to-business firms. Join us for this webcast, in which we’ll provide preliminary findings from the research, addressing issues such as: Onboarding program best practices Supporting tools and platforms used...Read more

Blog Post

Process vs. Technology: Which Comes First in the Battle for Sales Productivity?

9 December 2014

Running a sales team takes a great amount of balance between process and technology, especially now that technology is such an integral part of a sales team's tool set. The catch is that less than a third of sales organizations have seen an adequate ROI from their investments in sales...Read more

Webcast

Sales Force Enablement Best Practices and Emerging Trends (Webcast)

3 December 2014

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Blog Post

Building Sales Manager Bench Strength

20 November 2014

Strong Sales Managers are important to the success of a selling organization. There are many tactics used to build and test the strength of Sales Managers within organizations. However, are there skills and competencies that can’t be taught or learned? According to our?Developing Sales Manager research initiative, there are 4...Read more

Management Tool

Annual Sales Meeting Toolkit

17 November 2014

The annual sales meeting is an important event to set the tone for the year with your sales teams. It is the perfect time to communicate strategy, set priorities, and generate excitement for the year. We have organized a toolkit to help you get started.

Management Tool

Annual Sales Meeting Survey

17 November 2014

The Sales Management Association’s recent research identified “lack of field input on prioritized meeting content” as a frequently cited shortcoming of annual sales meetings. This document provides a survey tool for use in soliciting field input on their content priorities, and how best these might be presented at an annual...Read more

Webcast

Operationalizing Sales Force Enablement

16 November 2014

Sales can't be automated. There are too many variables in complex selling interactions that require sales professionals to be able to adapt in the moment. Instead, an effective enablement strategy must consider how to harness the best practices of your team and ensure these practices permeate the organization. Supporting the...Read more

Webcast

Building Sales Manager Bench Strength

12 November 2014

Though most firms acknowledge first-line sales managers’ critical role, few organizations react quickly enough in responding to sales manager turnover. Vacant manager positions have an outsized impact on sales performance, since an entire sales team may be adversely affected. By developing sales manager “bench strength,” firms can more quickly react...Read more

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