Knowledge Center

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) [….]
August 15, 2019

Rethinking Sales Compensation

What happens when the sales leadership team takes a hard look at its sales compensation plan? Do they talk with their calculators? Is a spreadsheet the […]
January 31, 2018

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 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 […]
March 6, 2017

Level Eleven: 10 lessons for managing sales reps you only learn from experience

March 06, 2017 by Brianna Valleskey When I asked Dave Mattson to share the most significant lesson he learned from managing sales reps, his answer was not what […]
August 4, 2016

Training Magazine: Promoting Sales Leadership

August 04, 2016 by Mark Donnolo, Managing Partner, SalesGlobe Sales managers aren’t just good salespeople. So what does it take? Top salespeople don’t always make the […]