Sales
Performance
Transformation
Transformation Insights
Research
It's Not What You Think February 2020
Everyone knows that hiring a bad salesperson is a huge waste of money and time. There are significant direct and indirect costs to the business when the wrong person is hired. But most companies don't want to acknowledge the dirty little secret of the actual financial impact to the business.
Research White Paper
What's Wrong With Sales? January 2020
Over 70% of CEO's ask this question. Why can't they get the predictability out of the sales organization like they can from their other business units. Why do only a small percentage of salespeople consistently meet quota? This research report will explain the core problem and the 3 things CEO's must do in 2020 to fix it once and for all.
Research
Are Salespeople Becoming Obsolete? March 2020
Over the last decade, advances in information technology and e-Commerce has transformed the selling landscape. Buyers can access most of the information they need without speaking to a salesperson. Beginning in 2010, several industry pundits and research firms said that salespeople were becoming obsolete. Many predicted that the number of B2B salespeople would decrease by as much as 8 million by 2020. Were they correct? Well, the answer is 'No' . . .and 'Yes'.
Research
How CEOs Should Lead Sales During a Crisis April 2020
Fifty days ago companies were accelerating their sales organizations in expectation of a record revenue year. Many had ripped out the brake and put in another gas pedal, adding salespeople and increasing quotas. Today, many are in crisis management mode and wondering how they will hit their number. As a CEO, you are going to need your sales force to quickly get the company back on track once the crisis abates.
Communication to the entire sales organization is more important than ever – and it needs to come from the top.