management tool

Management Tool

Annual Sales Meeting Toolkit

November 17, 2014

 

The annual sales meeting is an important event to set the tone for the year with your sales teams. It is the perfect time to communicate strategy, set priorities, and generate excitement for the year. We have organized a toolkit to help you get started.

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management tool

Management Tool

Annual Sales Meeting Survey

November 17, 2014

The Sales Management Association’s recent research identified “lack of field input on prioritized meeting content” as a frequently cited shortcoming of annual sales meetings. This document provides a survey tool for use in soliciting field input on their content priorities, and how best these might be presented at an annual sales meeting.

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Webcast

Webcast

Operationalizing Sales Force Enablement

November 16, 2014

 

Sales can’t be automated. There are too many variables in complex selling interactions that require sales professionals to be able to adapt in the moment. Instead, an effective enablement strategy must consider how to harness the best practices of your team and ensure these practices permeate the organization. Supporting the sales team’s ability to bring value and ingenuity to the sales process will increase differentiation in the eyes of customers.

 

This webinar focuses on how organizations can design an enablement services plan to capitalize on the situational fluency of their sales professionals.

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Webcast

Webcast

Building Sales Manager Bench Strength

November 12, 2014

 

Though most firms acknowledge first-line sales managers’ critical role, few organizations react quickly enough in responding to sales manager turnover. Vacant manager positions have an outsized impact on sales performance, since an entire sales team may be adversely affected. By developing sales manager “bench strength,” firms can more quickly react to manager turnover, and speed new manager ramp-up.

This panel features a discussion on how organizations are identifying and developing rosters of high-quality manager candidates, and supporting new manager effectiveness through bench-building programs.

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Webcast

Webcast

Sales Compensation Plan Designs That Improve Profitability – 3 Case Studies

November 10, 2014

 

Sales organizations must do more than simply grow the top line – they must grow revenue profitably. And most firms empower salespeople with enough decision-making authority to impact profitability. Decisions that involve pricing, product mix, solution development, and customer expense management can all profoundly affect profits as well as sales.

How should sales organizations manage performance across two opposing objectives – growing top line, while managing the bottom line? Incentive compensation represents an essential component of any firm’s approach to appropriately directing salespeople to profitably grow revenue. The second of a two-part series, this webcast outlines effective incentive compensation strategies for driving profitable sales. Three case study plans are presented, along with design considerations that illustrate best practice.

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research brief

Research Brief

Inside Sales Trends

November 07, 2014

 

Our recently concluded study on inside sales trends surfaces emerging issues, management priorities, and best practices associated with inside sales channels in large sales organizations. Research topics include:

 

  • Current approaches in inside sales force deployment
  • Leadership’s inside sales management challenges
  • Assessing the adoption and effectiveness of enabling technology used to support inside sales forces
  • Quantifying inside sales force growth trends

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Webcast

Webcast

Extending a Learning Event: Best Practices for Sales Managers

November 06, 2014

 

Sales Managers are integral to driving change in organizations, especially when implementing training or learning initiatives. The key to successful adoption of any of these new initiatives lies in developing a strong framework for supporting the acquisition of new skills and processes over time.

 

In this webinar, Nattalie Hoch, Executive Vice President of Sales Operations at Miller Heiman, explains the value of extending a learning event and the key attributes of successfully delivering the extended learning.

 

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Webcast

Webcast

Sales Kickoff: A Strategic Approach

November 05, 2014

This webinar will goes through some key areas to consider as you plan your Sales Kickoff meeting. Also shared is research from Sales Management Association around best practices in preparation and planning for sales meetings and ideas around motivating salespeople.

Viewers will learn:

  • Best practices to ensure objectives are carried throughout the year
  • Innovative ways to motivate employees and keep the momentum going
  • How to identify critical factors (proper content alignment, critical gaps in the sales organization) and address at the Sales Kickoff

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research brief

Research Brief

Management's Sales Coaching Impact

November 04, 2014

 

Sales coaching remains a hot topic among sales effectiveness leaders. Our audience shows a persistent interest in sales coaching practice – the coaching approaches managers are using to affect meaningful change in their sales organizations. This research study examines sales managers’ practices, priorities, challenges, and impact areas related to sales coaching.

 

Research Focus

  • Which sales coaching objectives represent the most important management priorities?
  • Where are managers focusing coaching efforts?
  • Where and how is sales coaching most impactful?
  • What obstacles prevent impactful sales coaching?

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Webcast

Webcast

Preparing the Sales Plan: Best Practice Approaches from High Performing Sales Forces

October 29, 2014

 

It’s planning season for sales organizations – a whirlwind of activity that includes reviewing performance, assessing forecasts, assigning growth targets, building budgets, aligning territories, and allocating quotas. Unfortunately, many sales plans don’t produce what the sales organization most needs: insight into what changes are required to meet performance expectation, and to align with company strategy. This webcast details how the best sales plans provide insight and alignment, and offers best practice guidance on sales planning practices from leading sales organizations.

 

New research from Aberdeen Group shows that the leading goal among today’s sales leaders is not merely to sell more product, but to do so profitably.  This represents a significant shift from traditional sales initiatives, which focused purely on gross revenue. Join Aberdeen’s Peter Ostrow and Ron Baden, Vice President of Services from Host Analytics, in this webinar to learn how the most successful Sales Operations teams leverage big data, predictive analytics, and intelligent forecasting to turn their line of business into…a real business.

 

Topics addressed include:

  • Eliminating inefficient planning and forecasting processes
  • Reducing planning cycle times
  • Providing an integrated view to key stakeholders, including executive leadership and Finance
  • Leveraging technology to improve planning speed and quality
  • Applying analytics to generate management insight

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