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Research Brief

Research Brief: Optimizing Sales Territory Design Full members only

20 May 2018

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This research explores management practices related to territory design and optimization. It identifies how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research quantifies management’s satisfaction with current approaches, emerging trends in territory planning, and best practice approaches for optimizing salesperson assignments. This Research Brief, an abridged version...Read more
Research

Optimizing Sales Territory Design

20 May 2018

This research explores management practices related to territory design and optimization. It identifies how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research quantifies management’s satisfaction with current approaches, emerging trends in territory planning, and best practice approaches for optimizing salesperson assignments.
Full Research Report

Full Research Report: Sales Coaching Practices Full members only

15 May 2018

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This research explores coaching practices in sales organizations. It identifies how organizations define sales coaching, and what activities and outcomes they assign to coaching initiatives. The research quantifies the prevalence and frequency of coaching activities, and management views of coaching’s importance to sales organization success. Lastly, the research identifies key...Read more
Research Brief

Research Brief: Sales Coaching Practices Full members only

15 May 2018

Register to read full article
This research explores coaching practices in sales organizations. It identifies how organizations define sales coaching, and what activities and outcomes they assign to coaching initiatives. The research quantifies the prevalence and frequency of coaching activities, and management views of coaching’s importance to sales organization success. Lastly, the research identifies key...Read more
Research

Sales Coaching Practices

15 May 2018

This research explores coaching practices in sales organizations. It identifies how organizations define sales coaching, and what activities and outcomes they assign to coaching initiatives. The research quantifies the prevalence and frequency of coaching activities, and management views of coaching’s importance to sales organization success. Lastly, the research identifies key...Read more
Blog Post

Five Things to Remember When Using a New Sales Tool

15 May 2018

Here at x.ai, we make an AI that automatically schedules meetings for you. As you can imagine, we’re popular with salespeople. However, sometimes the early adopters–the first to embrace a new sales technology–need a little help getting the rest of their team on board. Why? Human beings are creatures of...Read more
Webcast

Measure Everything All the Time Full members only

7 May 2018

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How do dynasties know when they are, and are not, on the right path? They measure everything, especially things their competitors don't measure. In this session we will distinguish between the typical sales metrics and the unique set of data exceptional sales teams will be using to drive dramatically better...Read more

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