Sales management in leading companies participated our web-based survey.  This survey identified the key driver of sales management effectiveness--time.  We found that the sales management job has become more complex and too administratively and internally focused.  Sales managers do not have sufficient time to perform "core" activities (e.g., what we hired them to do) or to be "in the trenches" working with sales reps and customers.  To learn more, click on the link below:

Sales Manager Effectiveness Survey

Growth Solutions has recently completed a benchmark survey on sales compensation practices. The scope of the interview covered the following topics:

• How companies develop, implement, and administer sales incentive programs
• How companies view sales incentive compensation; as a tactical administrative tool or as a strategic sales performance tool
• The costs associated with sales incentive program administration
• The issues and challenges faced in program design, implementation, or administration
• The characteristics and potential value of systems to help better and more cost effectively manage sales incentive programs

To view the white paper, please click on the link below:

Sales Compensation Practices White Paper

Note: Adobe Reader is required to view the White Paper.  To download a free copy of Adobe Reader, select the link below: 

Technology companies selling multiple products/services or solution sets to the same customer accounts have moved away from the traditional, integrated business unit structures.  Costs and the need to be more client centric have driven these changes.  To learn more, click the link below:

Selling Multiple Products/Solutions