Articles about CRM, Sales Compensation, Channel Management, Sales & Marketing Software, and Implementation Planning by industry leaders.



Breadth of a Salesman Salesforces will need to create value, not just communicate it. But even in the same industry, different customers see value very differently.		Why Bad Things Happen to Good New Products Expectations in a sales force are usually high for new products, but all to often a salesperson is too concentrated on "bells and whistles" instead of how the new product solves a customer's problems.


Compensation Managers, Should You Own the Pay Plan for Sales? Increase Your Sales without Adding Personnel Keeping up with Hypergrowth		Deep Niche Applications Vs. Broad Bundles; Should IT Dictate How Business Objectives Are Met?

Salesforce.com’s Web-based e-CRM The Old is New Again in Business Computing		Installing a Variable Sales Compensation System the Right Way
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