Overview

Featured White Paper

Late in 2007 we produced a two-part white paper on the confluence of changes impacting sales today and the emerging response by process-oriented sales reps. leveraging web-based collaboration and other tools. This newly defined area is labeled Sales 2.0.

But what of the management of these new reps? Who provides the experienced guidance and what form does this take? This paper addresses these and other important questions including:

• What gets measured gets managed, but are you measuring the right things?
• Which key metrics do you monitor to know you’ll deliver this year’s quota?
• How do you know you’re maxing out your sales team potential?
• Which metrics can tell you whether you’re building a sustainable competitive advantage?
• Why do process implementation and customer relationship levels remain so low?

This paper points out how these managers have often been overwhelmed and/or overlooked and provides a model for today’s sales manager to manage today’s modern rep. Also provided is a model framework for Sales Management 2.0. Download white paper >>