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How to Boost Your Sales Reps' Performance
Sales & Marketing Magazine ArticleResearchers from the University of Missouri studied the auto insurance industry to learn more about what drives sales success. The analysis showed that... -
How B2B Businesses Can Get Omnichannel Sales Right
Digital transformation Digital ArticleBuyers expect the same level of service and flexibility as when they shop in their personal lives. -
A Checklist to Help You Grow Your Sales Team
Sales & Marketing Digital ArticleSix factors to consider. -
Adapting Your Sales Approach in a Downturn
Sales & Marketing Digital ArticleThe right process can help you boost revenue, expand margins, and successfully launch new products - even in challenging economic times. -
What Makes a Good Salesman
Sales team management Magazine ArticleBefore they have received even a day of training, the best salespeople already have two seemingly incompatible qualities in abundance: empathy with customers and a need to overcome their hesitation to buy. -
Lead Your Sales Team Through Uncertain Times
Leadership & Managing People Digital ArticleDon't let fear lead to bad decisions. -
3 Questions Sales Teams Should Ask After Losing (or Winning) a Deal
Sales and marketing Digital ArticleA quick retrospective can not only help sales, but also marketing, product, and finance teams. -
How to Predict Turnover on Your Sales Team
Sales & Marketing Magazine ArticleCompanies worry about employee attrition, but it's especially costly in one function: sales. Estimates of annual turnover among U.S. salespeople run as... -
Sellers Are Overwhelmed by New Technology
Sales & Marketing Digital ArticleAccording to research, salespeople who feel overwhelmed by technology are 43% less likely to meet quota. -
Sales Teams Need More (and Better) Coaching
Career coaching Digital ArticleHere’s how to get started. -
A New Way to Compensate Sales Teams
Compensation and benefits Digital ArticleToo many companies still assign quotas and commissions, which results in overpaying some reps and underpaying others. -
6 Reasons Salespeople Win or Lose a Sale
Sales & Marketing Digital ArticleDecisions aren't always rational. -
Are You Paying Enough Attention to Your Sales Force?
Sales & Marketing Digital ArticleA little TLC could yield big results. -
Sales Teams Aren't Great at Forecasting. Here's How to Fix That.
Organizational Development Digital ArticlePrediction is a skill that can be learned. -
Why Sales Teams Should Reexamine Territory Design
Sales and marketing Digital ArticleIt’s often the underlying cause of underperformance. -
Where Do Salespeople Fit in the Digital World?
Sales Digital ArticleWhen you need a human to close the deal — and when you don’t. -
Why Every Sales and Marketing Team Needs a "Boundary Spanner"
Sales & Marketing Digital ArticleThey understand both the commercial imperatives and the IT mindset. -
Find the Right Metrics for Your Sales Team
Sales & Marketing Digital ArticleAllow reps to adjust their behavior on the fly. -
How a Fast-Growing Startup Built Its Sales Team for Long-Term Success
Strategy & Execution Digital ArticleThere are no shortcuts. -
Why Women Are the Future of B2B Sales
Sales & Marketing Digital ArticleThe selling environment is shifting toward their strengths.
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A New Way to Compensate Sales Teams
Compensation and benefits Digital ArticleToo many companies still assign quotas and commissions, which results in overpaying some reps and underpaying others. -
Integrating Digital Tools into Every Stage of Your Sales Strategy
Sales Digital ArticleHow to navigate the three phases of identifying and onboarding the tools your team really needs. -
How AI Can Help Sales Teams Craft More Personalized Pitches
AI and machine learning Digital ArticleHistorically, creating relevant messaging required a lot of leg work and research. New tools make it much easier. -
How Middle Market Companies Can Avoid a Liquidity Crisis
Operations strategy Digital ArticleBy closing the loop between sales and operations, they can generate more cash and profits. -
Sellers Are Overwhelmed by New Technology
Sales Digital ArticleAccording to research, salespeople who feel overwhelmed by technology are 43% less likely to meet quota. -
3 Questions Sales Teams Should Ask After Losing (or Winning) a Deal
Sales and marketing Digital ArticleA quick retrospective can not only help sales, but also marketing, product, and finance teams. -
Using Sprints to Boost Your Sales Team’s Performance
Sales Digital ArticleThis technique, adopted from agile, can help sales teams achieve long-term strategy shifts, while still driving results. -
How to Boost Your Sales Reps’ Performance
Sales Magazine ArticleThere’s a delicate balance between finding potential customers and signing them up. -
B2B Sales Teams Can’t Afford to Ignore Midsize Customers
Sales Digital ArticleIn the U.S., it’s a $6 trillion opportunity that most large multinational companies fail to capture. -
A Digital Talent Hub Can Make Your Sales Team More Agile
Human resource management Digital ArticleConnecting existing systems that track applicants, onboard employees, and monitor performance can help improve your team’s productivity and performance. -
Setting Your B2B Sales Strategy in a Downturn
Sales Digital ArticleShifting mindsets create new risks — and new opportunities. -
Why Some of Your Salespeople Are Dragging — and How to Fix It
Sales and marketing Digital ArticleProactively addressing burnout will boost retention and performance. -
Adapting Your Sales Approach in a Downturn
Sales Digital ArticleThe right process can help you boost revenue, expand margins, and successfully launch new products — even in challenging economic times. -
How to Digitalize Your Sales Organization
Sales Magazine ArticleUse technology, data, and analytics to do it right. -
Stop Losing Sales to Customer Indecision
Behavioral science Digital ArticleA playbook to help sales reps nudge customers off the fence. -
Building a More Adaptable Sales Force
Sales Digital ArticleFour practices to help organizations evolve. -
Are Lonely Salespeople Costing You Customers?
Sales Digital ArticleIt’s more than an issue of morale. Research finds that loneliness could cause three behaviors that damage business performance. -
Is Your Sales Strategy Worth Scaling?
Sales team management Digital ArticleTrying to replicate a successful initiative can often be a waste of time and money — but sometimes it really can pay off. -
How B2B Businesses Can Get Omnichannel Sales Right
Digital transformation Digital ArticleBuyers expect the same level of service and flexibility as when they shop in their personal lives. -
Where Do Salespeople Fit in the Digital World?
Sales Digital ArticleWhen you need a human to close the deal — and when you don’t.
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Designs by Kate: The Power of Direct Sales
Sales & Marketing Case Study8.95View Details The sales representatives at Designs by Kate (DBK) sell private label jewelry at hosted parties and through online social media channels. They are also... -
Arck Systems (D)
Leadership & Managing People Case Study5.00View Details The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software... -
Sales Misconduct at Wells Fargo Community Bank
Leadership & Managing People Case Study11.95View Details Set in early-2017, this case examines widespread sales misconduct at Wells Fargo Community Bank. Wells Fargo's governance and controls are described in... -
Verona Group
Organizational Development Case Study8.95View Details Are a salesperson's struggles her own fault or the result of a problematic job design? Anna George works as a salesperson at Verona Group, a company that... -
Lakshmi Projects: Sales Structure Dilemma
Sales & Marketing Case Study11.95View Details In July 2014, the managing director of Lakshmi Projects in Delhi, India, finds himself struggling with the marketing and sales strategy for the year ahead.... -
Kjell & Company: Electronics Accessories Retail in the Nordics
Strategy & Execution Case Study11.95View Details Swedish electronics accessories retailer Kjell is considering several issues as it plots its next stage of growth. How should it balance opportunities... -
Plastiq
Innovation & Entrepreneurship Case Study11.95View Details The young CEO of a venture-backed startup needs to figure out his go to market strategy and the right profile for his first key sales hires. Should he... -
Olympia Machine Company, Inc
Sales & Marketing Case Study11.95View Details The management team of an industrial equipment supplier is debating the company's method of compensating salespeople. Different executives have offered... -
EFI, Inc. (A)
Sales & Marketing Case Study11.95View Details EFI has a unique sales compensation challenge. They cannot allocate sales credit for their core product to individual salespeople. So, they've historically... -
Amagansett Funds (A)
Technology & Operations Case Study11.95View Details Amagansett Funds has had a troubled history with its customer relationship management (CRM) system. Sales agents feel that they derive no value from it... -
EMC2: Delivering Customer Centricity
Sales & Marketing Case Study11.95View Details This case introduces the concept of customer centricity and traces its development at EMC, the world's leading data storage hardware and information management... -
Qualtrics: Scaling an Inside-Sales Organization
Leadership & Managing People Case Study11.95View Details CEO, Ryan Smith and the rest of the founding team at Qualtrics grew the company to 350 employees and an estimated $50M in revenue through an inside-sales... -
Arck Systems (F)
Leadership & Managing People Case Study5.00View Details The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software... -
Introduction to Incentive-based Sales Compensation Systems
Sales & Marketing Case Study8.95View Details This background note explains the structure of incentive-based sales compensation systems. -
The Popcorn Predicament: Competition, Conflict and Buying Behaviour
Innovation & Entrepreneurship Case Study11.95View Details This B2B role play case and the six role play supplements describe an account manager's seven month sales process and the customer's buying process that... -
Maureen Frye at Quaker Steel and Alloy Corp.
Leadership & Managing People Case Study11.95View Details Maureen Frye, assistant product manager at Quaker Steel and Alloy Corp., is asked to implement an action plan for changing the call pattern of the salesforce.... -
Jess Westerly at Kauflauf GmbH
Organizational Development Case Study8.95View Details Jess Westerly is the assistant product owner of CRM applications for computer and office supply wholesalers and retailers at Kauflauf, a fast-growing... -
ABB Deutschland (C)
Organizational Development Case Study5.00View Details Addresses the results and the lessons from the German restructuring effort by focusing in detail on the relationship with the works council and the actions... -
Paramount Distributing Inc.: The Popcorn Predicament
Leadership & Managing People Case Study11.95View Details This B2B role play case and the six role play supplements describe an account manager's seven month sales process and the customer's buying process that... -
Hausser Food Products Company
Leadership & Managing People Case Study11.95View Details Brenda Cooper, a new regional sales manager for Hausser Food Products, is stumped after a year on the job. In charge of selling infant foods to customers...
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Designs by Kate: The Power of Direct Sales
Sales & Marketing Case Study8.95View Details The sales representatives at Designs by Kate (DBK) sell private label jewelry at hosted parties and through online social media channels. They are also... -
How to Boost Your Sales Reps' Performance
Sales & Marketing Magazine ArticleResearchers from the University of Missouri studied the auto insurance industry to learn more about what drives sales success. The analysis showed that... -
Arck Systems (D)
Leadership & Managing People Case Study5.00View Details The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software... -
Sales Misconduct at Wells Fargo Community Bank
Leadership & Managing People Case Study11.95View Details Set in early-2017, this case examines widespread sales misconduct at Wells Fargo Community Bank. Wells Fargo's governance and controls are described in... -
Verona Group
Organizational Development Case Study8.95View Details Are a salesperson's struggles her own fault or the result of a problematic job design? Anna George works as a salesperson at Verona Group, a company that... -
How B2B Businesses Can Get Omnichannel Sales Right
Digital transformation Digital ArticleBuyers expect the same level of service and flexibility as when they shop in their personal lives. -
A Checklist to Help You Grow Your Sales Team
Sales & Marketing Digital ArticleSix factors to consider. -
Lakshmi Projects: Sales Structure Dilemma
Sales & Marketing Case Study11.95View Details In July 2014, the managing director of Lakshmi Projects in Delhi, India, finds himself struggling with the marketing and sales strategy for the year ahead.... -
Adapting Your Sales Approach in a Downturn
Sales & Marketing Digital ArticleThe right process can help you boost revenue, expand margins, and successfully launch new products - even in challenging economic times. -
Kjell & Company: Electronics Accessories Retail in the Nordics
Strategy & Execution Case Study11.95View Details Swedish electronics accessories retailer Kjell is considering several issues as it plots its next stage of growth. How should it balance opportunities...