Reseña: Insights for sales force success: practical ideas for winning in today's sales environment

Winning in Today’s Environment: Six Imperatives for the Chief Sales Officer

Winning in Today’s Environment: Six Imperatives for the Chief Sales Officer

Perception of Sales Managers, Sales Persons and Customers towards Sales Force Automation Technology in Palestine

In line with the global markets’ current trend, the Palestinian market has recently witnessed consecutive implementations of different sales technologies by leading firms in different industries; one of these technologies is the Sales Force Automation (SFA) technology. However, although the adoption and use of sales technologies have been attractive topics for IT literature over the last two de...

Sales-Force Decision Models: Insights from 25 Years of Implementation

Over 25 years, we have developed many sales-force and mod-eling insights through over 2,000 projects with several hundred selling organizations in over 50 countries. Content insights are useful in making sales-force decisions. Examples are that profitability is flat for a wide range of sales-force sizes; phased sales-force growth is rarely optimal; focused strategies dominate scattered strategi...

sales force compensation : research insights and research potential

today’s b2b selling environment is characterized by much complexity. key drivers of this complexity include group sales efforts, multipart sales offerings and multibusiness unit participation on single deals (CFo research services 2010). Furthermore, the selling process is evolving from a transactional focus to consultative and enterpriselevel selling with a corresponding shift in competencies ...