Saturday: The Fourth Step of Territory Design
Map the accounts to optimize Territory Design results by Focused Account Consolidation, Workload Leveling, or Territory Compression.
Sunday: Helping Your Key Accounts Understand Why They Need Help
Consideration, within a Key Account, involves establishing with the client the need for an external solution or expert to resolve the problem.
Monday: Should Sales Compensation Include Customer Satisfaction?
Should sales compensation include customer satisfaction results?
Tuesday: 10 Reasons Why A Centralized Lead Development Team Would Make Sense For You
10 reasons standing up a lead development team in a central location is a better move than having the LDT decentralized in the field offices.
Wednesday: Do You Have The Right Job Aids In Your Sales Process?
Ensuring you have the right Job Aid, tailored to the buyer behavior, and oriented to the sales process exit criteria.
Thursday: Your Channel Comp Model Contradicts Your Business Strategy
You should be concerned if your margin loss on big channel deals is greater than 8%.
Friday: Sales Strategy: A Global Perspective
Interview with Lee Wood, SVP of Global Sales at Thomson Reuters: The sales strategy behind a best-in-class sales force outside of the U.S.
