The Technology Trends That Matter to Sales Teams

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Fri, May 15, 2015

A convergence of mobile, analytics, context-rich systems, and the cloud, together with an explosion of information, is transforming sales, and enabling buyers and salespeople to engage with each other in more effective and efficient ways. Recently, information technology research and advisory company Gartner compiled a list of top ten strategic technology trends. At least five of these trends have significant implications for sales forces, including:


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Why Sales Ops Is So Hard to Get Right

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Tue, Jan 20, 2015

According to Spin Selling author Neil Rackham, when Xerox first established a sales operations group in the 1970s to take on activities such as sales planning, compensation, forecasting, and territory design, the group’s leader J. Patrick Kelly described his responsibilities as “all the nasty number things that you don’t want to do but need to do to make a great sales force.”


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Sales Data Only Matters If It Helps You Take Action

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Mon, Oct 27, 2014


In sales, as everywhere else in business, there is a buzz about big data and analytics. Vendors hype tools and mobile applications to help sales forces make sense of it all, while touting case studies that generated impressive improvements in sales force effectiveness.



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Does Your Company Have Enough Sales Managers?

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Wed, Aug 20, 2014

A healthcare industry sales executive recently told us that as part of a continued effort to cut costs, her company had reduced the number of first-line sales managers from 66 down to 30 over a period of several years. This meant that management span of control had more than doubled from an average of 5-6 salespeople per manager up to 12-15 per manager. Certainly, the move saved costs, but was it a good idea?


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Why Sales and Marketing Don’t Get Along

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Wed, Nov 13, 2013

Sales teams and marketing teams pursue a common objective: create customer value and drive company results. But sales and marketing don’t always get along. Certainly, all-out war between the two teams drains productivity. Yet having the two teams work in perfect harmony and reach an easy consensus on every decision is a pipedream, and in fact, is not the best answer either.


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