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Webcast

Research Update: Measuring Sales Force Activity Full members only

10 August 2017

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Salesperson activity is an important indicator of organizational productivity and effectiveness, but presents significant data collection challenges. Join us during this first look webinar as we investigate how sales organizations account for salesperson activity, and the nature of the insights they gain through such efforts. Topics addressed include the nature...Read more
Research Brief

Research Brief: Sales Performance Management Priorities Full members only

8 August 2017

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This research examines sales organizations' sales performance management (SPM) practices. SPM, as popularized by sales technology solution providers, has come to refer to a portfolio of planning and resource allocation activities. These are sales budgeting, performance forecasting, territory design, salesperson deployment, quota allocation, and incentive compensation management. Our study identifies...Read more
Webcast

Research Update: Sales Performance Management Priorities Full members only

4 August 2017

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Join us for a first look at the recently concluded research where we examine practices associated with sales performance management (SPM) in sales organizations. The practices include approaches to sales planning, performance forecasting, territory design, resource deployment, quota assignments, and incentive compensation management. The research will identify which elements of...Read more
Webcast

Simple Steps to Transform Your Sales Process Full members only

27 July 2017

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Productive sales forces make sales process improvement a core competency. Most do so without comprehensively reengineering their sales process. Instead, they find incremental improvement opportunities, test new approaches, and frequently assess results. Over time, these changes accrue as substantial benefits, and include increased selling time, higher quality sales outcomes, and...Read more
Webcast

Fix Sales Forecasting Forever Full members only

21 July 2017

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For many organizations, sales forecasting is a massive exercise in futility. No matter the approach, it always seems to consume a tremendous amount of energy and produce a dubious result. It doesn't have to be this way! During this session, attendees learn a simple, new approach that will forever change...Read more
Blog Post

Change is Inevitable–Especially in Sales Comp

20 July 2017

You’ve heard the saying: “The only constant in life is change.” In the world of sales compensation, that couldn’t be more true. In fact, change tends to be on hyper-drive. Technology, globalization, regulations, and demographic changes are dramatically impacting the way companies make money, go to market, sell products, and...Read more

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