January 6, 2021

Twenty-Five for ’21: Predictions for the New Year, Part 2

Here are five of our twenty-five predictions for 2021 based on extensive surveying and analysis, in-depth interviews with sales leaders from around the world, and insights […]
December 21, 2020

Twenty-Five for ’21: Predictions for the New Year, Part 1

Here are five of our twenty-five predictions for 2021. How did we arrive at these insights? No crystal ball was required. We did, however, survey sales […]
December 9, 2020

The Six Dimensions Of Sales Roles

Defining sales roles has a direct connection to the sales compensation plan. When identifying the roles, consider these six dimensions. A sales role (channel or job) […]
December 3, 2020

How Sales Operations Drives Success – Part 2: Is Your Team Strategic or Tactical?

by Stacey Marsh You may look at this question and immediately think, “It’s an operations team. They jump in to help resolve sales challenges. They’re tactical, […]
November 19, 2020

How Sales Operations Drives Success – Part 1: Key Areas of Discipline

by Stacey Marsh For a sales organization, time is precious. Sales professionals invest many hours in maintaining product and solution knowledge, keeping informed on the changing […]
November 12, 2020

The People and Politics of Sales Compensation: Part 2

This is the second in a two-part series. Read part 1 here. While the group of folks charged with designing a sales compensation plan can put […]