For firms that depend on direct selling efforts to influence purchase behavior, the capacity and productivity of sales teams have become more important in recent years. Why not plan and manage sales headcount and quotas with the same level of attention as material or capital? Why planning and analysis for sales resources is the new frontier for forward thinking companies. How cloud-based software as service for Sales Resource Planning (SRP) works and how it is helping companies gain an edge...

Integrity Solutions helps clients win and keep more customers by developing excellence in sales performance, coaching, leadership, and customer service. Our solutions lead to measurable improvements in productivity for all roles of an organization that impact the client experience. Integrity Solutions increases leadership's ability to align and engage their teams with a specific focus on their attitudes, values, motivations, and beliefs. We go beyond skills and process to boost self-belief...

Sales Management Digest Successfully Navigating a Sales Pivot Yuri Sagalov Define the sales team's responsibilities within the buying process Identify the changes needed to increase our success, such as how do we use our data more effectively? What attributes do new hires need to close this type of sale? How do we compensate reps appropriately? Delineate the role of other groups inside the company. Does the Customer Success team field customer support questions and handle the relationshi...

By Brad Zomick According to a study recently conducted by Altify, only 46 percent of respondents feel their pipeline is accurate. This means it isn’t optimized in a way that drives the results their business needs – particularly the close rate. In other words: a sales pipeline may exist, but it’s not necessarily the right one for their organization or their customers (or both). So, how do you cut through the noise and return to core sales pipeline principles? How do you improve close rate a...