White Papers

December 20, 2021

Choosing the Right Contract Value For Your Sales Incentive Plan

As companies move to XaaS sales models with multi-year contracts, their sales incentive plan decisions must also account for choosing the best contract value calculation to […]
July 9, 2021

How Can We Shift Our Business From Transactional Product Sales to Anything as a Service?

Alignment to Your Revenue Roadmap and Driving the Right Behavior Shifting a business from traditional products and services to SaaS and XaaS requires a laser focus […]
May 8, 2020

The Four Phases of COVID-19 Recovery for Sales: Where Are You?

COVID-19 took the world by storm and struck a blow to most sales organizations. The situation was new, frightening, exciting, and unknown from a business and […]
February 1, 2018

Case Study: Sales 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

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 […]
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