Research Studies

Growth, Talent, and the Three C's: A Review of Global Business Trends
How can your organisation respond to the key challenges you will encounter over the next 3-5 years?

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.

The Challenge of Change
In this handbook, authors Kerry Johnson and Maggie Walsh examine the challenges of change and provide insights into how to overcome these challenges.

Lies About Learning to Lead
This chapter from the recently published book, Lies About Learning, is written by Kerry Johnson, a Forum Executive Consultant.

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.