Digital transformation is fundamentally changing the way sales forces interact with customers, and those customers' expectations of sellers. One crucial area of digital transformation relates to documents. Documents are essential to many business processes, but too often are handled with manual processes that make selling inefficient, sap valuable sales capacity,...Read more
Blog Post
Samuel Johnson called second marriages the triumph of hope over experience. His quip works for CRM implementations too. Three decades after CRM’s advent, our new research finds most firms’ CRM implementations characterized by lower than acceptable return on investment, less than satisfactory user adoption, and lots of unrealized potential. Why...Read more
Webcast
Designing High Performance Sales Compensation Plans 
4 September 2019
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Once a firm establishes the sales organization's strategy and performance objectives, aligning incentive compensation plans to these objectives is a critical next step. This webcast covers the tactical considerations of sales incentive compensation plan design, including selecting the most effective performance measures, determining performance targets, establishing accountability for the plans'...Read more
5 Top Reasons for Sales Slumps
3 September 2019
The Anatomy of a Perfectly Built Sales Pipeline
20 August 2019
Webcast
Improving Sales Effectiveness by Turning B Salespeople into A Salespeople
15 August 2019
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The sales force's success often depends upon its ability to improve the individual effectiveness of its salespeople. "B" performers - salespeople not yet performing at elite levels - but who are nevertheless proven contributors capable of improvement - represent the best and largest single opportunity to impact individual improvement. This...Read more
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