Webcast

Webcast

Five Key Trends Shaping Sales Compensation Today

February 26, 2015

 

New technology, new research, and an evolving work force are changing the landscape of sales compensation. Listen in on this webinar to find the 5 biggest trends shaping sales compensation, why they’re occurring,and what it means for your role. Specifically, we will cover: 

  • Globalization of sales compensation and thecentralization of administration
  • How intrinsic motivation research impacts yoursales incentive program and philosophy
  • Motivating millennials – what needs to bedifferent? 
  • Metric shift from revenue toward margin andprice
  • Accommodating the shift to inside sales

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Webcast

Webcast

2015 Sales Execution Trends Research Findings

February 23, 2015

 

Feel confident in what you’re going to achieve in 2015? Want to see what your peers said?

Qvidian surveyed sales and marketing executives from companies around the globe to better understand their outlook for 2015. They’ll share what they uncovered, including:

  • Executive management priorities imply that most organizations continue to be in growth mode for 2015.
  • Slow sales rep ramp up continues to be the relentless hurdle for organizations achieving quota.
  • To increase sales effectiveness, organizations plan to focus on personalizing the buying experience.
  • Efficiency maintains a priority for organizations with increasing upsell/cross-sell efforts as well as streamlining sales processes as top objectives to do so.

 

Join Qvidian’s CMO Christopher Faust as he reviews the results of their annual Sales Execution Survey, including key objectives for sales organizations in 2015, the challenges and obstacles they expect to face, as well as the investment areas needed to improve sales execution.

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Webcast

Webcast

The Art and Science of Setting Quotas

February 16, 2015

 

Quota setting is consistently at or near the top of the list of sales compensation challenges for most companies. One reason is because ineffective quotas can derail even a well-designed sales compensation program. Many sales organizations consider poorly-set quotas among the chief threats to sales force motivation.

Prevailing practice contributes to poor quota-setting outcomes. These include an over-reliance on historic performance that may mask actual market opportunity, or a quota-setting process that salespeople don't understand or trust. As the linchpin that connects the sales force with firm strategy, quota setting must address more than numbers alone. Effective quota setting also includes people and process, combining art with science.

In this webinar, Mark Donnolo, managing partner of SalesGlobe and author of The Innovative Sale and What Your CEO Needs to Know About Sales Compensation, discusses the top quota-setting challenges and some best practices you can apply to answer questions like:

• Should we set quotas on historical performance or market opportunity?

• Are we actually penalizing our best reps?

• Is the issue the people, performance, process, or quota?

• What can real-life experiences from other organizations teach us?

• How can we combine the art and science to get beyond the math?

Kevin Gray, Director, Product Marketing at Anaplan, will also join to talk abour how your organization can plan and distribute your sales quotas with collaboration that aligns top down revenue targets with bottom up sales quotas.

 

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research brief

Research Brief

Research Brief: Sales Performance Reporting

February 16, 2015

 

Sales performance reporting guides leadership’s decision making, and represents an important information management priority for many firms. This research investigates the use of performance reporting in business-to-business sales organizations, and identifies management priorities and best practices.

 

Specific areas of focus for this research include:

  • Identifying current approaches for provisioning sales reporting;
  • Determining management's priorities for improving sales dashboard reporting effectiveness; and
  • Assessing the use of enabling technology for improving reporting efficacy and reach.

 

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Webcast

Webcast

Uncover Hidden Insights in Your Sales Comp Data

February 13, 2015

 

Sales compensation programs are a treasure trove of data. The best companies know that it's important to make optimal use of such information - but it hasn't always been easy. This webinar will explore how new developments in natural language-based cognitive computing promise to help your compensation team see non-obvious patterns in their data, pursue ideas and improve all types of decisions for the compensation program.

 

This session also focuses on a use case illustrating how sales compensation data can reveal insights into plan effectiveness, including predictive insights related to salesperson success , and optimal approaches to changing territory organization.

 

Additional topics include trends in analytics for sales compensation departments, and overcoming data preparation challenges. 

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research brief

Research Brief

Research Brief: Sales Onboarding Practices

February 12, 2015

 

When they work, onboarding programs improve salesperson productivity and new hire success rates, which can profoundly impact overall sales organization performance. Yet onboarding approaches vary in scope, intensity, and outcomes across firms. This study offers a survey of onboarding practice in business-to-business sales organizations, identifies onboarding program elements that contribute to success, and quantifies onboarding’s business impact.

 

Based on data from more than 100 firms, our study shows wide variation in onboarding program effectiveness. For more than 60% of firms, sales onboarding success lags management expectations. This results, in part, from onboarding programs’ insufficient structure, and inconsistent application.

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Webcast

Webcast

US Job Market – Economic Update For Sales Leadership

January 29, 2015

 

What better way for sales leaders to ring in the New Year than taking a nice look back on 2014’s job market. In this webinar, we will shed light on the employment market as it applies to sales organizations. 

 

We will be taking a deeper look at the economic trends from the past year and their impact on the current state of the economy. When the jobs numbers are released throughout 2015, this webinar will help you understand what the expertise look at and decipher this information.

 

Topics Covered: 

  • 2014 Job trends
  • What to be prepared for 2015
  • Biggest trends to look out for in the upcoming quarters

 

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Webcast

Webcast

Sales Leadership’s Guide to Sales and Marketing Alignment

January 26, 2015

 

There’s lots of talk about aligning sales and marketing. But the truth is, sales and marketing may always butt heads. It’s the natural consequence of competing agendas in resource-constrained corporate environments. This webcast presents effective strategies for sales leadership in resolving the inevitable with marketing.

 

Topics include:

  • Common points of sales and marketing friction
  • Opportunities to align marketing with sales leadership’s objectives
  • Practical approaches for resolving conflict

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Webcast

Webcast

Three Steps to Make Sales Manager Training Stick

January 23, 2015

 

Why is it that just weeks after a sales manager training, everything goes back to the way it was,as if the training never took place? When this happens, a company may conclude that sales training is a waste of time and money, but you know that the problem isn't with the concept of sales training at all. Any change management theory worth its salt will tell you that training alone does not get people to change what they do or how they do it, no matter how good, targeted and relevant the training might be. Lasting change is possible only when the interrelated systems, processes and people impacted by the change are re-aligned, supported and measured over a considerable period of time using a holistic approach. In this session you will learn how to incorporate change management principles into your sales manager training to ensure that it will stick long-term. While using training as a key lever, you will gain an understanding through real client examples and lessons learned of how to facilitate targeted change that includes, but doesn’t over-rely on training alone to accomplish the desired outcomes. You will gain tactical suggestions and tools for doing this withoutbreaking the bank, or the organization. 

 

Learning Objectives:

  • Examine common approaches to training sales managers and contrast them with holistic best practices that drive real results.
  • Build upon change management principles to create a practical, powerful process to facilitate change through sales manager training in less-than-ideal circumstances. 
  • Gain understanding of a three-part change approach that gets front-line sales managers to change their sales management practices. 

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Webcast

Webcast

Organizing the Sales Force to Grow Existing Accounts

January 16, 2015

 

We are well-aware of the need for new business, but how often are sales forces leaving money on the table with existing accounts? In this webcast, we will offer insights for enabling the sales force to identify potential, strengthen relationships, and grow opportunities within established accounts.

 

Specifically, we will address the following issues:

  •   How to align sales resources to opportunity
  •  Quantifying potential
  •  Performance management and measurement
  •  Account development approaches
  •  Selling methodology

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