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Quantifying CRM’s ROI

18 December 2019

CRM applications are anchoring technology investments for the sales function, and a centralized platform that affects all in the sales organization. This research examines the specific functional attributes of CRM that offer value to salespeople and managers. It quantifies adoption, value delivery, and ROI associated with firms’ CRM investments, and...Read more

Webcast

Research First Look: Sales Organizations’ Total Compensation Practices

17 December 2019

Incentive compensation is often the sales organizations largest expense. It also garners the lion's share of attention when compensation related issues arise. But firms make sizable investments in other types of compensation that are often overlooked - these include base salary, benefits related to health and retirement, non-cash recognition, and...Read more

Webcast

Selling With Values and Integrity: Creating a Purpose-Driven Sales Culture

11 December 2019

Will the culture you build in the sales organization help you meet your 2020 goals? In the rush to embrace everything changing about the sales profession, it's easy to overlook the enduring qualities that have always been true of great salespeople, and that are often embodied in culture. These include...Read more

Webcast

How Competency Based Learning Contributes to Sales Readiness at FedEx Office

6 December 2019

Competency frameworks offer a foundation useful for talent management and organizing principle for learning investments. But they're frequently seen as an HR or Learning and Development concepts by the sales organization. In this panel discussion, L&D and sales leaders from FedEx Office discuss how they make competency based L&D a...Read more

Conference Archives

WORKSHOP – Managing the Sales Organization Using Competencies

26 November 2019

Competency models can anchor a sales organization's approach to talent management, performance management, and learning and development. In this workshop, Zach Hall describes current approaches to using competency modeling, offers basic ideas for getting started with competency models for sales, and highlights best practices in competency model implementation. His talk...Read more

Want to boost sales? Don’t DIY the sales process

26 November 2019

Use These 5 Steps to Onboard New Sales Reps

22 November 2019

Companion Exhibits

Companion Exhibits: Sales Organizations’ Total Compensation Practices

20 November 2019

Incentive compensation is often the sales organizations largest expense, and it garners the lion’s share of attention from salespeople and management when compensation related issues arise. But firms also make sizable investments in other forms of compensation on behalf of the sales force. These other forms of compensation include base...Read more

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Quantifying CRM’s ROI

Research First Look: Sales Organizations’ Total Compensation Practices

Selling With Values and Integrity: Creating a Purpose-Driven Sales Culture

How Competency Based Learning Contributes to Sales Readiness at FedEx Office

WORKSHOP – Managing the Sales Organization Using Competencies

Want to boost sales? Don’t DIY the sales process

Use These 5 Steps to Onboard New Sales Reps

Companion Exhibits: Sales Organizations’ Total Compensation Practices

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