15Five

MARCH 16, 2017

Whether sales are stagnant or growing, many leaders of sales teams face the same challenges – they need to understand why their methodologies worked or didn’t work, so that insights and learnings can be shared throughout. Without development opportunities, many sales reps begin looking for work elsewhere.

Sales 59

Sales Sales Talent Development SaaS 59

Harvard Business Review

JANUARY 9, 2014

Even in sales, network performance now accounts for about 44% of the impact. On the most effective sales teams, particularly B2B, the individual no longer reigns supreme. Network behavior isn’t something you drive through compliance; you enable it through opportunity.

Sales 14

Sales Sales Compensation Compliance 14

Harvard Business Review

JULY 8, 2016

And it provides hard data on what resource allocations and which behaviors – such as collaboration between generalist and specialist reps – correlate with better sales outcomes. More than 70% of reps changed their behavior after receiving insights from the tool.

Sales 11

Sales Sales Software Sales Management 11

Harvard Business Review

APRIL 10, 2013

By walking relationship managers through the profile creation process, explaining compliance considerations, and establishing baseline business rules, organizations like Thrivent are able to balance encouraging an authentic, human voice for each rep while aligning with corporate guidelines.

Sales 8

Sales Sales B2C B2B 8