CSO Insights

CSO Insights Blog Posts

CSO Insights Blog Posts

Compensation, Quotas, Coaching: How Do They Impact Performance?

Tuesday, September 20, 2011

This week we release our fourth annual Sales Compensation and Performance Management report. The good news is that while rep quotas were up on average $100K year over year, the percentage of reps meeting/beating quota was also up from 51% last year to 60% this year.

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Lead Management--Doing Better When You Can't Do More

Thursday, August 11, 2011

Webinar attendees asked lots of questions at our webinar to introduce the 2011 Lead Management Optimization report. We did not get to all of them in the webinar, so here are the answers to the rest.

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Sales Management--Who's Coaching the Coach?

Wednesday, June 22, 2011

Webinar attendees asked lots of questions at our webinar to introduce the 2011 Sales Management Optimization report. Here are the answers.

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What Defines Inside Sales Today?

Thursday, April 28, 2011

The most significant trend is inside sales' continuing advancement into areas once reserved for field sales. Specifically, inside sales is increasingly pursuing and closing opportunities; a lower percentage of firms report lead gen/qualification for the field as a primary responsibility of the inside team.

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Who's Coaching the Coach?

Thursday, April 21, 2011

The role of sales managers is to be coaches to their sales teams; they are there to help their sales people achieve extraordinary things. But we see large variances between firms in their investment in and support of their sales managers. It causes us to ask: Who's coaching the Coach?

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