How Sales Leaders Are Tackling Coronavirus Fallout

Posted by Emily Alexander on Fri, Mar 13, 2020

This blog post was originally published on ZS's sales comp blog, The Carrot

Jason Brown co-wrote this blog post with Emily Alexander.

Nothing is more pressing right now than COVID-19 and the impact the pandemic is having on the U.S. population and economy. Safety is the chief priority, but sales leaders are already grappling with how to keep their sales teams engaged and productive during this tumultuous time. With travel restrictions, community gathering bans, work-from-home guidance and limitation of non-essential personnel from offices, it’s becoming almost impossible for field-based salespeople to do what they do best: Get in front of customers.


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Three Guidelines for Forecasting Sales Growth During Uncertain Markets

Posted by Jason Brown on Thu, Jun 27, 2013

Retirement services companies frequently ask us how to forecast growth and establish sales goals in times of market uncertainty. Growing assets under management (AUM) is, of course, of primary interest to providers of 401(k)s and other retirement services.

But when the market swings widely, as in the past five years, establishing AUM forecasts can be difficult.


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