High-performing sales leaders know that the buyers now drive the sales process, and sales teams trained to navigate the buyer journey can close more deals and build stronger...
We all recognize that sales managers play a key role in the sales force. Great managers elevate the performance of their entire team, and everybody knows it…
WebcastSales Talent Assessment: When, Where, and Why You Should be Utilizing a Structured Approach
August 11, 2016
Will and skill: two ingredients essential for a successful salesperson. Innovations over the past decade help managers drive and measure “will,” but fewer tools offer insight into “skill.”
Often sales candidate selection is left to inexperienced field sales managers poorly-equipped to assess talent or hire effectively. In this webcast, we detailed a business case for using a new generation of sales talent assessment tools, and revealed the characteristics of a good assessment methodology. In addition we reviewed research that offers insight into key personality traits of effective hunters and farmers.
WebcastSales Development: An Emerging Selling Role Driving Sales Productivity
August 03, 2016
High-growth technology firms are abuzz with “sales development” – a specialized sales role focused in prospecting. Sales development reps (SDRs) concentrate on lead development, outbound prospecting, and moving prospects through the earlier stages of the sales funnel, before handing them off to others in the sales force. SDRs are widely credited for the exponential growth rates in some of the tech sector’s best known firms.
But SDRs aren’t limited to early-stage tech firms. In fact, sales organizations in mature industry sectors are also finding value in the SDR concept. This webcast detailed how leading firms use SDRs effectively, and covers key concepts important for sales organizations considering adding a specialized sales role focused in prospect development.
WebcastSecrets to Making Your Sales Methodology Stick
July 28, 2016
Sales forces spend countless hours installing new sales processes and training salespeople to execute them. But despite these investments, most fail to reach adoption levels sufficient to make the new sales methodology “stick.”
The reality is that successful sales transformation requires both short-term and long-term steps that engage and align sales forces around the right behaviors, and deliver the tools and content needed to educate and motivate salespeople for sustainable change.
This webcast featured best practices for boosting the success of your sales transformation initiative, including:
- How to identify gaps in your current methods of sales change management and reinforcement;
- A 5-step model for effective sales transformation, and the links to improved financial performance,
- The critical role of front-line managers for team modeling and coaching, and
- Next-gen applications for measuring the adoption and application of new sales capabilities at-scale.
Dan Dawson of GrowthPlay and
Lisa Clark of Qstream
WebcastSales Messaging: Managing Quality, Consistency, and Effectiveness
July 12, 2016
Sales organizations with predictable, profitable revenue growth are defined by consistency in process, messaging, and execution. This webcast focused on how high performing firms establish consistent practices in these three areas.
Using case study examples and best practice management approaches, presenters detailed how to develop effective sales messages, link them to process steps, and ensure their effective delivery by the sales organization.
WebcastSales Performance Management Case Study: TIM
July 06, 2016
When it comes to sales compensation, managers realize two things early on. The first thing is that paying salespeople accurately, and on time, is vitally important. The second, realized not long after the first, is that they’re going to need to change their sales compensation programs, sooner or later. And that’s almost always sooner, given how quickly the markets require companies to adapt and the sales jobs approach needs to change accordingly.
But changing sales compensation, and making sure salespeople get paid correctly, are too often opposing ideas. Inflexible and disjointed compensation systems may discourage management from considering change. What’s needed is an approach to performance management and pay that offers an integrated, agile, and engaging experience to the internal and external sales force, its managers as well as comp administrators.
This webcast detailed how TIM, a global telco, began a journey to gradually align its sales network with its business priorities, leading to the organization replacing an outdated, spreadsheet-intensive system with an integrated sales performance management solution.
TIM’s challenges included reducing sales force complaints, improving loyalty and motivation, reducing manual calculation and errors, aligning performances with company objectives across a varied set of channel partners and salespeople. Their success in automating sales compensation has resulted in improved accuracy and efficiency as well as increased competitive advantage through flexibility in managing its re-seller channel. Some unexpected outcomes were yielded as well, such as the traceability of compensation plan designs, and an increased level of involvement by management in plan change decisions.
WebcastThe Art and Science of Proposal Content Management
June 29, 2016
In any given year, a proposal manager can be responsible for impacting tens to hundreds of millions in business via sales proposals. But what makes a good proposal? What does great look like? RFP responses and unsolicited sales proposals are critical elements in driving business, yet often are considered administrative or even an afterthought. Your content is the central nervous system to assembling these critical documents, and what successful organizations understand is that there is both and art and a science to proposal content management.
There is an art to writing the content - the persuasive terms used, the structure of the sentence or paragraph to ensure your point comes across to the reader. As well as there is an art with which graphics are incorporated to accurately reflect a statement or key point. But there is also a science to the process – proven methodologies that determine which structure is most successful, as well as how assembly workflows can dramatically impact both productivity and quality.
Join Qvidian and SMA for this archived webinar, where we’ll dive deeper into both the art and science and explore why these two work harmoniously to produce a winning sales proposal.
WebcastGetting Sales Compensation Right
June 28, 2016
Less than effective sales compensation programs suffer from poor design decisions. Powerful and aligned sales compensation plans subscribe to a set of market tested building codes. Use these best-of-breed principles to build effective sales compensation plans that are simple, easily to understand and reward the right results.
Join Kevin Gray, Senior Portfolio Manager, Sales Performance Management at IBM, and David Cichelli, Senior Vice President, The Alexander Group for this informative session that will enable you to assess the strength of your sales compensation program.
WebcastHow to Harness the Power of Buyer Insights
June 21, 2016
The best performing companies know that it's buyers who now control the B-to-B sales process. That's why it's more important than ever for companies to craft personalize buyer journeys using a mix of prospect data, reliable information sources and meaningful interaction with the right decision-makers and influencers. The result is a framework that provides valuable buyer insights that will move customers toward the close.
In this webinar, we discussed:
- Which common sources prospects use to make decisions at each stage of the buyer journey.
- Which sales assets are most effective at the middle stages of the sales process.
- Why face-to-face interaction is most important at the end of the buying cycle.
- How to personalize the post-sale stage to build stronger customer relationships.
ResearchResearch Brief: Leading the Social Sales Force
June 15, 2016
Social media can be used by companies and their sales organizations for an array of purposes, from strategic (building brand image) to tactical (generating leads) to organizational support (identifying job candidates). Whether gathering information on markets and competitors or sharing information on products and promotions, social media expand a company’s reach beyond its physical footprint and the first-degree contacts of its salesforce.
This research looks at how much social media use has changed since our last look in 2012, and how firms are responding to the opportunities they represent as well as how they support their effective use.
WebcastBuilding a Better Sales Manager
June 14, 2016
Upgrading the sales force? Your first stop should be first-line sales managers. No single role in the firm has a bigger impact on sales performance. Join us for an expert web panel exploring how firms are meeting manager development challenges. Panelists also addressed audience-submitted questions.
Drawing from our recent research initiatives in this area, we invited the panel’s insight on five challenges we consider important to sales manager development. These include:
- Improving managers’ hiring decision-making.
- Transitioning salespeople to management roles.
- Helping managers assess salesperson performance.
- Optimizing sales managers’ involvement in sales forecasting.
- Organizing sales manager training investments for maximum impact.