Special Report
Acknowledge the Value of Talking to Each Other
There have been movies made through the decades that anyone in sales should see.
“Glengarry Glen Ross,” depicts the pressure that salespeople face every day...
Special Report
New Research: The True Cost of a Bad Sales Hire
There are obvious costs and hidden costs of a bad sales hire. The true figure is startling. Using pre-hire sales assessments tools can help you manage the risk.
Special Report
What Do Low-Turnover Sales Managers Do Differently?
Because high turnover rates are one of the most significant drags on sales team performance, it's vital to know what low-turnover managers do differently.
Special Report
The Hero Seller Trap: Why Your Best Rep May Be Your Worst Management Hire
The future sales manager is a coach, a strategist and a talent optimizer. The era of guessing which rep will make a good manager is over.
Special Report
The Promise of Using AI for Hiring And What Actually Works for Sales
The algorithm, it turns out, is just another algorithm. The key to hiring smart is to bring human judgment — properly informed, rigorously structured, and fully accountable — back to the center of the decision.
Special Report
The Quiet Force Behind Every Great Sales Team
New survey data reveals that HR is the most underrated performance lever in sales — and the numbers make the case impossible to ignore.
Special Report
Advice for First-Time Sales Managers
Harnessing the power of assessment tools can guide their management efforts to personalize coaching, align strengths with workload and optimize communication efforts.
News
Your Loyalty Program Is Working. Your Loyalty Signal Is Not.
If your loyalty program is plateauing, the next move is probably not a new tier or a new redemption option. It is a harder look at what surrounds the program.
News
Why Marketing Must Rebuild Around the Customer Journey
Marketing leaders need a different approach. The goal should not be to repair each channel one at a time. The goal should be to rebuild digital marketing around the customer journey and align execution to how customers actually make decisions.
News
How to Account for and Avoid Talent Leak During a Turbulent Merger
Losing the sales professionals critical to the new organization’s future adds further complications to the inherent challenges of a merger. Apply these strategies to encourage your prized closers to stay on board.
News
Why Most Change Efforts Fail – and the 4 Things Leaders Forget
70% of change efforts implemented by companies fail. The same four reasons that cause change efforts to fail can be flipped on their heads and used to yield more successful outcomes.
News
Creative Hasn’t Learned, But Now It Can
New technologies driven by AI are changing the way creative is executed and measured. It’s time marketers and their agencies rethink the role of creative performance.
News
Your Revenue Enablement Technology Stack Is Broken. Here’s How to Fix It
Revenue enablement tool fragmentation doesn’t just impede the experience and productivity of human workers. It also blocks the ability of AI tools to excel – and of businesses to take their revenue operations to new heights and maximize AI-driven growth.
Special Report
Can College Classrooms Create Better Salespeople?
Does a formal sales education at a college or university produce a new rep who is more capable than someone without the course work? Academicians and real-world sales managers offer their thoughts.
