This webcast summarizes findings from recently concluded Sales Management Association research on sales organization’s analytics capabilities. The research explores how sales analytics are currently used to support sales leadership decision making; it identifies gaps between sales management needs and routinely available reporting...
Sales positions are notoriously tricky to recruit for, and high performing salespeople challenging to retain. Join us for a first look at recently concluded research as we investigate sales force practices in hiring, onboarding, and retaining key performers. It identifies root causes of salesperson...
Sales forecast accuracy is especially challenging in business-to-business organizations, and is frequently cited as sales operations’ most important improvement priority. Join this web panel as we discuss five areas essential to effective sales forecasting, as supported by recent...
ResearchResearch Brief: Salesperson Development Priorities
March 29, 2017
Two questions underlie every firm’s efforts to build a successful sales force: “What qualities make salespeople successful?” and “How do we develop these qualities?” This research identifies how organizations answer these two fundamental questions. Most importantly, it investigates the alignment between management’s priorities (suggested by the first question), and the training investments organizations make in salespeople (in response to the second).
WebcastResearch Update: Salesperson Development Priorities
March 24, 2017
Join us for a first look at recently concluded research on how firms develop salespeople, the value sales leaders place on specific salesperson characteristics, and how well actual sales training and development activities align with those values. The research defines how companies answer the question, “What makes an effective salesperson?” and also “How do we develop effective salespeople?” Specific areas of inquiry include salesperson knowledge and skill, as well as achievement drive, attitude, and enthusiasm.
WebcastOptimizing Sales Management Processes
March 23, 2017
Process discipline characterizes the approach many productive sales organization take to managing selling activity, but those same firms often neglect to treat sales manager activities with the same rigor. This webcast makes the case for establishing sales management process, while detailing how successful firms implement effective management process.
WebcastCreating and Validating a Sales Content Map
March 17, 2017
Sales enablement leaders map content investments to crucial buyer/seller interactions. A comprehensive “content map” helps promote cross-organizational endorsement and aligned objectives. This webcast reviews best practices for taking stock of available content, prioritizing needs, and positioning content where sales and marketing teams can make the most of it, while developing an effective content map as part of sales enablement strategy.
WebcastData-Driven Sales Coaching: Using Analytics to Boost Your Team's Performance
March 16, 2017
Sales coaching is widely acknowledged as a high value productivity investment, a view reinforced by Sales Management Association research. Yet few sales forces have impactful coaching programs due in part to the challenges of effectively allocated management’s limited coaching bandwidth. This webcast focuses on how technology enabled analytics can focus coaching effort on the highest return opportunities, and yield optimal sales force productivity gains.
WebcastHarnessing Mobile Video to Certify Learning Outcomes
March 14, 2017
Sales organizations invest mightily in salesperson training. But these investments are often ineffective, in large part because desired outcomes are not observed, validated, and certified. This webcast explains how mobile video can address these challenges, transforming conventional training approaches and dramatically improving training outcomes.
Topics addressed include:
- Shortening ramp time for new hires with peer-generated content
- Perfecting message delivery without practicing on customers
- Certifying without the challenges of travel and scheduling
- Complying with regulations and validating long-term knowledge retention
WebcastCalculating the ROI of Your Sales Enablement Programs
March 09, 2017
What if not just “what” you sell, but “how” you sell is your most compelling competitive advantage? To answer that question (and many more…) an increasing number of companies are investing in sales enablement talent and technology as a means to increase team productivity, improve competitiveness, and ultimately, grow revenue. And with good reason -- the business of sales is as complex today as it’s ever been.
WebcastEstablishing 2017 Sales Enablement Priorities
March 02, 2017
The New Year is an excellent time to reexamine the sales enablement initiatives. This webcast reviews how to craft a coherent sales enablement strategy around practical objectives for 2017, focusing on foundational ideas relevant to firms just starting their enablement journey, as well as best practice approaches for optimizing existing sales enablement investments.
WebcastScaling Account-Based Selling
February 27, 2017
Sales organizations have always invested in their most important customers, by providing customized solutions, dedicated personnel, and other resources. More recently, firms are adopting these high-touch approaches to broader customer segments, using enabling technology and anemerging discipline known as “Account-Based Marketing (ABM)”.
WebcastResearch Update: Enabling Indirect Sales Channels
February 23, 2017
This webcast features a first look at recent research on sales channel enablement. The research examines support tactics for indirect sales channels – salespeople, agencies, affiliates, and networks engaged (but not directly employed) by vendor firms. Special focus is given to indirect salesperson effectiveness, and how selling firms can affect it with investments in content, technology, and training.