Webcast

Webcast

When Challengers Fail - Refocusing Sales Efforts to Keep and Grow Customers

June 26, 2017

 

What happens when a salesperson accustomed to challenging the status quo becomes the status quo? Like the dog that catches the car its chased, or a gadfly unexpectedly elevated to political power (to wit: our current US political drama), those best at upending the present may offer dubious value in the future. In fact, new sales research shows “challenging” is poorly suited for retaining and expanding customer relationships; which is to say, for the overwhelming majority of firm sales.

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Webcast

Webcast

Setting Sales Up for Success to Meet Quota

June 06, 2017

 

According to a recent study from Sales Management Association, " organizations consider less than one out of five new sales hires added over the past 24 months to be successful." If you are a sales leader, meeting quota may seem daunting.

As we rapidly approach the middle of the calendar year and begin the dog days of summer, learn what you can do to help more sales reps achieve quota. Join Justin Lane, Director of Product Marketing at Xactly, and Bob Kelly, Chairman at Sales Management Association, for best practices to help you provide your sales reps with the right skills and behaviors to be successful.

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Webcast

Webcast

Transform Sales by Leveraging Sales Operations as a Service

May 08, 2017

 

Are your incentive compensation plans driving the right behaviors? Do you have the information you need to effectively plan your territories and quotas? Do you lack essential skills in your sales operations function? Sales Operations as a service is an approach that can address a growing sales operations function’s challenges.

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Webcast

Webcast

Sales Enablement: Making the Pain Worth the Gain

April 27, 2017


According to the latest Sales Enablement Optimization Study from CSO Insights, the research division of Miller Heiman Group, the percentage of organizations that have a Sales Enablement function has grown by 69 percent since 2013, while only 1/3 of organizations have met or exceeded their Sales Enablement outcomes in the last two years. On top of that, only 56 percent of salespeople are meeting or exceeding their quotas. 

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research

Research

Research Brief: Sales Analytics Capabilities

April 21, 2017

 

This research examines how sales organizations turn data into management ready insights. Doing so often involves aligning the efforts of two distinct populations: managers who must make decisions, and analytics support professionals. This latter group has access to data, but not always an understanding of how best to investigate them in ways most helpful to the managers they support. Reporting and analytics tools can bridge this gap.

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research

Research

Research Brief: Enabling Indirect Sales Channels

April 21, 2017

 

This research investigates tactics used by firms in support of indirect sales channels – the salespeople, agencies, affiliates, and networks engaged (but not directly employed) by sellers. Special focus is given to indirect salesperson effectiveness, and how selling firms can affect it with investments in content, technology, and training.

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Webcast

Webcast

Research Update: Sales Analytics Capabilities

April 20, 2017


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 output, and explores emerging analytics capabilities such as cognitive analysis.

 

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Webcast

Webcast

Driving Sales Enablement Adoption and Engagement

April 17, 2017

 

This webcast focuses on deploying sales enablement technology. Addressing best practices in content mapping, training, and platform adoption it will equip sales enablement leaders with practical frameworks and actionable ideas for driving platform success.

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Webcast

Webcast

Forecast Accuracy: Five Best Practices in Sales Analytics and Planning

April 10, 2017

  

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 research from Ventana Research.

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research

Research

Research Brief: Salesperson Learning Preferences

April 10, 2017

 

This research investigates the range of training and development practices utilized by sales organizations. These practices are rapidly evolving in response to emerging technology and the quickening pace of change in sales job content and learning objectives. This study illuminates which approaches yield the best results for sales forces, and how firms can anticipate future developments in learning approaches.

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