Sales Force Effectiveness: a "Street Level" View
Research Type: Sales
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.
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One Size Doesn't Fit All: The Distinct Leadership Capabilities for Organic, Alliance, and M&A Growth
Research Type: Sales
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.
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The Challenge of Change
Research Type: Service,Leadership
In this handbook, authors Kerry Johnson and Maggie Walsh examine the challenges of change and provide insights into how to overcome these challenges.
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Lies About Learning to Lead
Research Type: Service,Leadership
This chapter from the recently published book, Lies About Learning, is written by Kerry Johnson, a Forum Executive Consultant.
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How Sales Forces Sustain Competitive Advantage
Research Type: Sales
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.
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How Customers View Cross-Selling
Research Type: Sales
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.
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Uncommon Practice: What Leading Companies Do to Build Customer Loyalty
Research Type: Customer Loyalty
Exemplary companies know how to build profits and customer loyalty by delivering a Branded Customer Experience. Forum's research reveals that these companies deliberately and relentlessly drive specific actions in six key areas of business practice.
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Roadmaps for Delivering Winning Service
Research Type: Customer Loyalty
New research identifies the top three skills customer service representatives must have in order to build customer loyalty, increase sales and lower customer acquisition costs.
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Strategic Account Management: How Account Leaders Build Alliances with Key Clients
Research Type: Sales
Companies are discovering that in order to make their strategic account management strategies work, they need a new breed of salesperson, a highly skilled account team, and an organization fully committed to the strategy. Research by The Forum Corporation provides fresh insight into what the successful SAM leaders are doing right.
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Strategic Account Management: Getting it to Work
Research Type: Sales
Lack of effective training, numerous organizational barriers and a focus on short-term goals limit the success of many strategic account management programs. Learn the difference between SAM theory and successful SAM practice.
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