CPS' white papers are an effective way for you to benchmark your company against current trends in sales process, sales management, and sales optimization.

Force Multipliers: Best Practices for Deployment to Generate Organic Growth
What “force multipliers” can you deploy that lead to consistent sales performance and meet or exceed expectations of organic growth? A combination of successful sales execution, sales management leadership and sales team effectiveness leads to a competitive advantage for driving organic growth. In this paper, CPS captures best practices—and areas to improve—cited by strategic account executives that will help you identify the elements that influence organic growth and how to align resources to them.
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Best Practices in Pipeline Management
Managing the revenue pipeline in a comprehensive and aggressive manner simply makes good business sense. Best-practices-based companies recognize the revenue pipeline as a business asset and an information asset. A part of their management rhythm, the pipeline enhances communications and prompts better coaching among the selling organization. This paper describes the current state of the art and best practices in pipeline management based on a study of twenty-one organizations. The conclusion? Detailed, rigorous and supported by effective automation, pipeline management drives tangible business results.
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Account Management Execution Excellence
What differentiates the performance of companies that provide extraordinary value to their clients through the account management team? Download a thought provoking white paper that reviews how 25 companies have assessed their account management practices in fifteen performance areas.
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Chief Sales Officer Agenda
What keeps top sales executives awake at night? Learn about the most important selling organization initiatives identified by twenty-nine sales executives from some of the largest companies in the country. The results of these interviews have been summarized and provide a very interesting high-level analysis of the key sales priorities of many major organizations.
Download the white paper (240kb PDF format document)

Sales Process Optimization
Ensuring that the selling organization is optimally configured is no small feat. Download a thought provoking white paper that examines four key drivers in optimizing selling processes and infrastructure. The SPO white paper presents an approach to efficiently and effectively assess the current state of the selling organization.
Download the white paper (250kb PDF format document)

Oneness Research
Reaching an optimal relationship with strategic customers results in extraordinary benefits for the seller and buyer. The desire to work more closely with strategic customers can be attempted in many different ways. Coordinated customer communications, joint planning, coordinated listening, or joint research and development are just a few of the possible approaches. Our research on these "oneness" efforts, coupled with CPS engagements with our clients, highlights how businesses are increasing their focus on demonstrating value creation for their most important clients.
Download the white paper (311kb PDF format document)