This webcast examines how businesses can create streamline approval processes through efficient content management and technology use.
This webcast explores emerging trends related to sales and marketing alignment from the sales leaders’ perspective, and includes a series of practical easily implementable ideas that can enhance the sales force’s collaborative relationship with marketing. Learn more.
This webcast outlines important elements of effective onboarding approaches, including essential support tools, processes, and management practices.
WebcastThe Next Level of Transparency: Improving Sales Leadership's Performance Insights
March 06, 2014
There is no status quo in sales, only constant evolution. Too often, the speed of change facing sales leaders forces them to make decisions without data - or worse, with data that isn't trusted. What's needed are data gathering and reporting platforms that keep pace with business changes, and which offer a clear view of sales activity, performance, and accurate forecasts.
This next level of transparency will offer leadership new insights, and new opportunities to impact change and drive performance. This webcast highlights how leading sales organizations are transitioning into highly transparent, data-driven organizations, and details best practice approaches to enabling sales productivity.
WebcastFire Your Coaching Model
February 21, 2014
Many firms consider sales coaching important, but remain unsatisfied with their coaching model. In fact, basic approaches to sales coaching have often been in place for decades, despite their lackluster impact. Management training reinforces poor-performing coaching approaches, guaranteeing the same poor outcomes.
Breaking this cycle of failure must start with firing your coaching model. In this webcast, Vantage Point Performance’s Jason Jordan and Michelle Vazzana discuss the current state of sales coaching, why traditional coaching models fail, and how to deploy a simple new coaching model that will finally move your sales force off the treadmill and running toward quota.
WebcastLead to Money: Aligning Finance with Sales and Marketing Processes
February 14, 2014
We all agree that sales and marketing alignment is critical. Companies that have the two teams working together reap the rewards. But the "lead-to-money" process isn't fully optimized without integrating Finance’s involvement.
This webcast outlines how an optimized lead-to-money processes combines the coordinated involvement of the Sales, Sales Operations, Marketing, and Finance departments in high-performing organizations. By aligning goals, effort, and support resources, firms can realize accelerated pipeline throughput, improved sales effectiveness, and increased productivity.
- Implementing improved lead generation strategies that increase lead quality.
- Quantifying opportunity and deploying sales resources against true territory potential, using enhanced analytical techniques.
- Training, enabling, and coaching sales teams throughout the sales cycle.
- Motivating salespeople to drive deals to closure through proper incentives.
WebcastManagement’s Sales Planning Tune-Up
February 13, 2014
Effective sales plans require a wide-ranging set of inputs: performance targets, segmentation strategy, territory and quota assignments, expense projections, incentive compensation approaches, and more. Bulletproof plans distinguish sales organizations that execute flawlessly from those with poor direction and underwhelming results.
What makes a great sales plan? This webcast examines core practices essential to sales planning, including critical areas managers can focus on now to ensure more actionable sales plans for the coming year. Topics include how to combine disparate data streams, align top-down and bottoms-up inputs collaboratively, and integrate real-time analytics.
WebcastSales Performance Management Strategy for 2014
February 07, 2014
Does your organization have a clearly articulated strategy around Sales Performance Management? If not, you probably should -- research shows that companies that invest in sales performance management have a higher percentage of reps that make quota, lower sales turnover, shorter sales cycles, and faster revenue growth. This webinar is a primer for how your organization can create a 2014 SPM strategy around people, processes and technologies to realize these competitive advantages. It offers key insights into the next steps after your sales compensation plan is rolled out: where you should focus efforts to monitor and improve sales performance so you get the optimal return on your sales compensation spend.
Topics covered include:
- Incentive Compensation Management
- Analytics & Dashboards
Chad Albrecht, CSCP, Principal at ZS Associates, and Justin Lane, Manager at ZS Associates
WebcastSocial Strategies for Sales Leaders
February 01, 2014
Sales organizations are embracing social selling, taking advantage of social media’s new approaches for reaching buyers. Along the way, sales leadership faces a new set of management challenges. This session – our first hosted on the Google Hangouts platform – explores emerging issues impacting the social sales manager.
WebcastResearch Update: Sales Operations Practices
January 30, 2014
Sales operations is an emerging corporate function that supports and directs sales organizations. This webcast summarizes recent research administered by the Sales Management Association and Mercer on current management priorities, emerging challenges, and best practices in sales operations and sales support.
Presented by Sales Management Association Chairman Bob Kelly and Shawn Rossi, North America Practice Leader, Sales Performance at Mercer.
WebcastMaking Sense of Sales Crediting
January 24, 2014
Who deserves credit for closing a deal? In many organizations, the answer is complicated. Sales that involve more than one seller, long decision horizons, or multiple customer touch points often require a complex crediting scheme.
Sales organizations that credit sales effectively do these things well: they anchor their crediting model to company sales strategy, avoid needless complexity, establish clear business rules, and present a coherent explanation to those impacted. In this webcast, we present strategies, tips, and examples that showcase sound crediting practices.
Presented by IBM’s Fred Sass.
WebcastFixing Forecast Accuracy
January 17, 2014
Forecasting accuracy is a problem for sales organizations. Too often forecasts reflect little more than a sales force’s collective intuition about future results. Not the reliable predictor management needs.
New approaches to forecasting are proving much more valuable. They combine technology, salesperson activities, and a focus on verifiable customer outcomes. This webcast details how these new approaches are helping sales organizations more accurately forecast revenue and manage pipelines.
Presented by Tim Braman, vice president of corporate strategy for Revegy.
WebcastNew Salesperson On-boarding and Enablement Best Practices
December 20, 2013
New salesperson onboarding programs address a productivity-killing problem for all sales forces: getting new sellers up to speed. Effective sales leaders are addressing onboarding with a range of tools, including new ways to measure onboarding success. This webcast presents best practices in salesperson onboarding for sales management.
- Case examples of data visualization tools that help management implement sales onboarding programs and measure their success.
- Sales force surveying practices that generate feedback essential to training program improvement.
- How to best utilize data to develop a metrics-driven training approach.
Presented by Tableau Software's Nate Vogel, Senior Sales Trainer, Tim Lens, Global Sales Trainer, and Grace Amos, Global Sales Trainer.