February 1, 2018

Case Study: Strategy Analysis

A manufacturing company was asked by senior leadership to double in revenue within a five year period. The existing infrastructure operated in five separate business units. […]
January 31, 2018

Case Study: Sales Organization Analysis

Challenge 2: Sales Organization A manufacturing company’s existing infrastructure operated in five separate business units, each with its own sales force. The result was multiple sales […]
January 28, 2018

SPM Challenges In Telecom

  Sales leaders in the telecom industry face unique sales performance management (SPM) challenges, including shifting sales roles, pay competitiveness, and selecting the right performance measures. […]
January 28, 2018

SPM Challenges In Manufacturing

  Sales leaders in the manufacturing industry face unique sales performance management (SPM) challenges, including aligning incentive compensation to the C-level goals, motivating sales people through […]
January 28, 2018

SPM Challenges In High Tech/Software

  Sales leaders in the high tech software industry face unique sales performance management (SPM) challenges, including managing through shifting strategies, aligning performance measures to the […]
January 6, 2018

Increasing Sales Team Productivity with New App

Our studies show that average sales organization spends less than half of their time focused on selling activities. In other words, over 50% of their time […]
November 20, 2017

Survivor Analytics: Problem Solving Beyond the Numbers

Sales compensation dashboards are common, but how do you know which numbers are right for your business? Many organizations determine if their sales compensation plans are […]