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Sales Transformation

Research Papers

Navigating the Sales Funnel: Understanding How Customers Buy

Ask sales managers how satisfied they are with their sales representatives' ability to forecast sales, and you're likely to get the same reply from all of them: not very satisfied. Forecasting is one of the most vexing problems sales organizations face. Companies need reliable estimates of new business in order to hit their financial targets and manage delivery resources. Salespeople need to know how likely they are to meet their sales goals, and how they should spend their time to maximize their performance. But predicting sales is easier said than done.
Sales Force Effectiveness: a "Street Level" View

What factors enable some sales forces to gain competitive advantage while others stumble? The purpose of this study was to re-validate and extend Forum's extensive global research examining sales force effectiveness. This "street level" view includes input from both salespeople and customers.
One Size Doesn't Fit All: The Distinct Leadership Capabilities for Organic, Alliance, and M&A Growth

Two out of three leaders feel they have inadequate preparation to lead growth. Forum's recent global research study on leadership for growth, conducted in conjunction with the Economist Intelligence Unit, provided this startling realization. The study looked in depth at leadership imperatives that drive growth, universally and with different growth strategies.
Sales Effectiveness in World-Class Organizations: How Sales Forces Sustain Competitive Advantage

Forum's latest sales research identifies the key factors that accelerate sales performance in today's business environment and recommends ways in which companies can improve their sales force effectiveness by focusing on these factors.
How Customers View Cross-Selling

Leading companies provide a service experience that not only satisfies customers with their current purchase, but also opens the door to future purchases. This report, based on Forum's latest research, identifies some of the key service rep behaviors that make the difference.

White Papers

The Downturn's Upside: Creating a Recession Proof Sales Strategy

There is an upside to this downturn. Not all sectors are struggling and even some companies within harder hit industries are continuing to spend now so that they can emerge from this crisis with greater market share and a strong bottom line. Read this point-of-view paper to discover the strategies for turning this recession to your advantage.
Selling in Uncertain Times: Strategies for Building Business in a Tough Economy

In this Point of View paper, Ron Koprowski examines the behaviors, and strategies needed in order to drive sales and build business in a tough economy
Secrets of the Most Successful Sales Managers

What if it were possible for a sales manager to increase her effectiveness not by working more efficiently, but by choosing her tasks more "strategically?" In this Field Notes article, first published in our e-newsletter Forum Insights, Forum Consultant Jeff Baker reveals how Sales Managers can achieve a dramatic impact on their sales results.
Are Your Salespeople Tuned Into The Customer's Wavelength?

In this Field Notes article, originally published in our newsletter Forum Insights, Forum Consultant Tom Atkinson shares some of the key findings from the recent Forum survey: Sales Force Effectiveness: A "Street Level" view.
Managing the Dilemma Between Transaction and Relationship Selling

Xavier Martin is a Forum partner with over 20 years of experience training and coaching in sales, management and leadership. In this interview, he examines the most important dilemmas impacting sales management today and exposes the most common pitfalls for new sales managers.
Driving Growth Through Sales Transformation

Helping the people in your sales organization understand their role in executing your strategy, and aligning individual attitudes and behaviors with the strategy, you can be sure you are connecting with the right customers, winning their business, and keeping them loyal.
The Territory Time Warp

It's the 21st century. So why are your reps managing their territories like it's 1975?
Sales Managers: The New Triple Threats in Driving Organic Growth

By helping their sales managers master three critical areas, organizations can drive organic sales growth.

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